Use CRM to Increase Response Rates, Sales, and Revenue – 5 Easy Steps

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I’m not a marketing professional, but as a Microsoft Dynamics CRM specialist I read broadly about CRM  solutions and Microsoft Dynamics CRM in particular.  As a tech guy, I love data – as in measurable facts and figures. 

One thing I’m hearing from our CRM clients is that CRM can really increase the response rates you can expect from direct marketing campaigns.  This in turn serves to increase sales.  And of course, that means increased revenue, a goal that all of our clients share no matter what industry they’re in.

So although I’m not really in a position to offer marketing and sales advice, these steps make a whole lot of sense to me:

  1.  Use analysis tools to gain insights into your customers and your markets
  2. Use those insights to create targeted marketing campaigns
  3. Launch those campaigns from within your CRM system so you can actually track the results
  4. Tie your CRM marketing modules to your CRM sales modules to that your sales team gets direct, immediate information that they can leverage
  5. Continue to analyze the results and fine tune your market intelligence, targets, campaign messages, and sales follow-up strategies

CRM technology will allow you to measure the increased response rates, sales, and revenue that you’ve generated. 

Now I started out with a headline that touted 5 easy steps.  These are based on one simple premise:  You must have a CRM system, like Microsoft Dynamics CRM, that combines marketing and sales in a single integrated application.  Add a robust workflow tool to that recipe (again, like the workflow available in Dynamics CRM), and you have a truly winning combination. 

By Dan Smith, Altico Advisors, Microsoft CRM partner serving Massachusetts (MA)

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