Lead Management Explained

/0 Reacties/in /door

Your business depends on leads. They are the foundation of your sales pipeline. Without leads, your company will struggle to achieve any kind of revenue, growth or success. But simply having leads isn’t enough. You also need a process to organize, prioritize and nurture those leads. In other words, you need a lead management strategy. But what exactly is lead management? What are the different types of leads, and how do you guide them through the sales funnel? This guide will teach you everything about lead management, covering its benefits, key stages, and the best practices and tools to effectively generate, engage, and convert leads into customers.

This handy tool doesn’t just remind you of things you need to do, it actively helps you prioritize and take action, so you can focus on building relationships and closing deals. Let’s dive into how it works.

Lees meer

Boost sales performance and productivity with conversion intelligence

/0 Reacties/in /door

A salesperson spends a significant part of their day communicating with customers. In addition to email, many interactions happen via phone calls. These conversations hold a wealth of information that often goes underutilized or unrecorded, let alone analyzed. Conversion intelligence changes that. Read on to find out why.

Lees meer

Sales Force Automation

/0 Reacties/in /door

Your business depends on leads. They are the foundation of your sales pipeline. Without leads, your company will struggle to achieve any kind of revenue, growth or success. But simply having leads isn’t enough. You also need a process to organize, prioritize and nurture those leads. In other words, you need a lead management strategy. But what exactly is lead management? What are the different types of leads, and how do you guide them through the sales funnel? This guide will teach you everything about lead management, covering its benefits, key stages, and the best practices and tools to effectively generate, engage, and convert leads into customers.

This handy tool doesn’t just remind you of things you need to do, it actively helps you prioritize and take action, so you can focus on building relationships and closing deals. Let’s dive into how it works.

Lees meer

Where can Copilot (AI) support you within Dynamics 365 Sales?

/0 Reacties/in /door

In today’s market, it is challenging for organizations to find staff. This makes it even more important for employees to use their time efficiently. Copilot helps sales teams work more productively and effectively on daily tasks. It enables employees to gain insights with a single question, without excessive searching and clicking.

Lees meer

S04 – E05 – 1 billion new applications

/0 Reacties/in /door

Charon and Rob, together with Geert, embark on a quest to find the answer to where the 1 trillion new applications needed by 2028 will come from.

Lees meer

Mastering your day with the Sales Assistant in Dynamics 365 Sales

/0 Reacties/in /door

What is the Sales Assistant?

The Sales Assistant functions as a personal digital advisor, monitoring daily activities, communications, and opportunities. Utilizing artificial intelligence, it produces insight cards, concise notifications that provide timely and actionable recommendations.

These insight cards can notify you of an upcoming meeting, suggest following up on an overlooked email, or highlight a customer who has been inactive. In essence, it ensures that no critical task is overlooked.

Why You’ll Love It

Here’s why you never want to work without the Sales Assistant again:

  1. Insight cards that work for you
    Think of these as your personal sticky notes, but smarter. You’ll see reminders about things like:

    • Emails you haven’t replied to.
    • Accounts or leads that need attention.
    • Follow-ups on ongoing deals.
  2. Smart notifications
    The Assistant categorizes everything into two types:

    • Notifications for urgent tasks, like an upcoming meeting.
    • Insights for actionable suggestions, like detecting when a customer’s tone in an email might indicate trouble.
  3. Customizable to fit your workflow
    Every business has different priorities. Your admin can tweak which insight cards show up based on what your team needs most. You’ll only see recommendations that are relevant to your day-to-day work.
  4. Seamless integration
    The assistant doesn’t limit itself to one area. Whether you’re working on accounts, leads, opportunities, or even cases, it pulls relevant insights into your workflow wherever you are in the system.

This isn’t just about to-do lists, it’s about helping you act before it’s too late.

How it helps you win

Stay on top of things: No more forgetting to follow up on an email or losing track of leads. The assistant keeps you on your toes.

Stronger relationships: Customers feel valued when you remember to check in at the right time or address potential issues before they even bring them up.

Smarter decisions: With AI-driven insights, you’re not just guessing, you’re working with data to guide your actions.

Getting started

Activating the Sales Assistant is simple. Ask your system admin to enable it, and once it’s up and running, you’ll find it woven into various parts of Dynamics 365 Sales. Whether you’re on the dashboard or looking at a specific lead or opportunity, the assistant will be there, ready to help.

Final Thoughts

The Sales Assistant in Dynamics 365 Sales isn’t just another tool, it’s a smarter way to work. By turning data into actionable insights, it saves you time, boosts productivity, and ensures you never miss an opportunity to connect with your customers.

So, are you ready to take your sales game to the next level? With the Sales Assistant, you’ve got the ultimate teammate in your corner.

Power Conference 2024 – Prague

/0 Reacties/in /door

On the journey back to my safe comfort zone, I close my eyes and listen to music. Slowly, I begin to process what has happened over the past few days.

I was a guest speaker at the Power Conference in Prague. During a breakout session, I had the opportunity to inspire participants about CRM and Copilot. Of course, with a presentation that met my standards: energetic music at the entrance, an unexpected Top Gun intro video, pixel-perfect slides, and most importantly, a message that truly resonated.

In my suitcase, I had packed a flight suit. I wasn’t sure I’d wear it. Would I dare? Would it be professional enough? What would people think?

During one of the dinners with fellow speakers, I was persuaded by Jeroen (known in the USA as Jay), a keynote speaker from Microsoft. He convinced me of the importance of doing something people don’t expect, even if it’s outside your comfort zone.

The funny thing is, I had only brought one book on this trip. It was about the power of moments, about elevating unforgettable moments by adding something extra that people won’t forget. Looking back, I realized that’s exactly what I did when I heard people talking about it during the conference.

So, there I stood, in my flight suit, in front of a packed room. My heart was racing, my breathing was audible, and the suit was warm. But I got into the flow, my passion for my story took over, and sometimes I had to hold back my enthusiasm so as not to lose the audience.
The rest of the day, I walked around a world where I immediately felt at home. Thanks to the amazing people I met, people from all over the world with incredible stories, interests, and valuable advice.

The past few days, I’ve lived outside my comfort zone. Trying local dishes in authentic Czech restaurants, going out alone with strangers (I might be the worst networker ever 😂), and sharing my story in English far from home.

And as I slowly fly back into my familiar world, I realize that I’ve lived fully according to my Big Five over the past days:

To inspire, To develop myself, To tell a story, To create memories, To live unbound

Thank you 🙏

Copilot Event 2024

/0 Reacties/in /door

I’ve experienced four editions of Smart Central. The initial excitement and novelty at the Railway Museum. Presenting from the cockpit of a Boeing 747 at Aviodrome. The professionalization and the giant screen when we made the High Tech Campus our permanent location. And the final edition in 2019, when Marc Lammers closed with these inspiring words:
“Winners always have a plan, losers always have an excuse. Winners focus on opportunities, losers on obstacles. Winners innovate and renew, losers wait for things to happen.”

Then came five years of silence. COVID came and went, but Smart Central remained absent… until we accidentally created a fifth edition.

The Copilot event was born as a coffee-machine idea in Oirschot. “It would be great if we could get 50 people together,” I remember saying. It turned out to be a few more on Tuesday, November 19.

Looking for a suitable venue for the Copilot event, I quickly landed on the National Military Museum at the former Soesterberg Air Base— the cradle of Dutch aviation. With my history as a plane spotter and passion for all things aviation, it was the perfect choice.

Charon, Susan, Mignon, and I dove into shaping the program. Sabine took on the role of event manager. Tim was recruited as the day’s host. Our marketing colleagues jumped on board and crafted a fantastic event journey, keeping participants wonderfully informed every step of the way.

The entire presentation revolved around an aviation theme, specifically Top Gun. Naturally, I sought out fitting attire. In a surplus store, I found authentic Royal Netherlands Air Force jackets and a genuine pilot flight suit for myself. We went all out in “setting the scene,” complete with air force callsigns for the speakers.

The goal of the day was to update our customers on Copilot in the broadest sense of the word. What Copilot functionality is standard in CRM, Business Central, and the Power Platform? And what can you do with Copilot in Microsoft 365? While we don’t sell the latter at GAC, it’s included when you purchase the Copilot for Sales license, which is on our price list. We opted for a single plenary program, ensuring Business Central customers could see CRM in action and vice versa (a bit of up-selling, as salespeople like to call it).

Judging by attendee feedback, we can safely say the event was a success. And when even Microsoft asks us to present it there, we can confidently call it a huge success.

Next year, we’re aiming for the sixth edition…

Rob (a.k.a. Maverick)