Knowledge is what gets you over the line

Robert Cooper, 28 May 2012

In today’s swamped world of business to business sales calls prospects don’t have a lot of time or patience for lengthy sales calls. When you are fortunate enough to interact directly with a hot lead, you need to provide immediate, relevant, valuable information in order to keep the potential customer engaged in the conversation. Linking a marketing solution to your Microsoft’s Dynamics deployment can arm salespeople with the deep insight about a prospect and any engagement that they have already had with your company’s online presence or emails.  

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Pairing your Microsoft Dynamics CRM solution with a powerful marketing automation system such as Click Dimensions enables you to not only build an in-depth awareness of your campaigns at the click of a button in a manageable CRM analytics style but more importantly for the sales professional it allows you to see where the prospect engages with your website and emails.

Click Dimensions is the highest rated marketing solution on Microsoft's Dynamics Marketplace. Providing email marketing, web tracking, lead scoring, social discovery, form capture, surveys and more. Click Dimensions allows organizations to discover who is interested in their products, quantify their level of interest and take the appropriate actions.

Sales and marketing teams can nurture inbound leads until they are sales-ready, allowing the sales team to focus on closing their hottest prospects.

This kind of integration increases sales acceptance because representatives can track prospects in the familiar CRM interface. With this level of activity scrutiny, sales representatives see a detailed account of a prospect’s online activity, allowing them to tailor a pitch and increase sales. This kind of intelligence coupled with traditional company research can give the sales person knowledge armory to interact directly with a hot lead equipped with the relevant information to engage the prospect in a way that is meaningful for them.

Many years ago a wise sales trainer once said to me “Technique only goes so far, Good intention will take you further, but it’s Knowledge that will get you over the line”.  Dynamics CRM linked with Click Dimensions makes this knowledge very easy to obtain, in fact it delivers it to you in a nice packet on request. WOW !

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