2 AX crm leads & opportunities
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  • Sales Lead, is the identification of a person or entity that has the interest and authority to purchase a product or service
  • qualified lead means:[LIST]The prospect has a budget/money to purchaseThe prospect has a timeline to purchaseThe prospect has a process to evaluate and make a decisionThe prospect has an understanding of some of their core needs/pains which they see being potentially resolved through your product/solution
  • qualified lead means:[LIST]The prospect has a budget/money to purchaseThe prospect has a timeline to purchaseThe prospect has a process to evaluate and make a decisionThe prospect has an understanding of some of their core needs/pains which they see being potentially resolved through your product/solution
  • qualified lead means:[LIST]The prospect has a budget/money to purchaseThe prospect has a timeline to purchaseThe prospect has a process to evaluate and make a decisionThe prospect has an understanding of some of their core needs/pains which they see being potentially resolved through your product/solution
  • qualified lead means:[LIST]The prospect has a budget/money to purchaseThe prospect has a timeline to purchaseThe prospect has a process to evaluate and make a decisionThe prospect has an understanding of some of their core needs/pains which they see being potentially resolved through your product/solution
  • qualified lead means:[LIST]The prospect has a budget/money to purchaseThe prospect has a timeline to purchaseThe prospect has a process to evaluate and make a decisionThe prospect has an understanding of some of their core needs/pains which they see being potentially resolved through your product/solution
  • qualified lead means:[LIST]The prospect has a budget/money to purchaseThe prospect has a timeline to purchaseThe prospect has a process to evaluate and make a decisionThe prospect has an understanding of some of their core needs/pains which they see being potentially resolved through your product/solution

2 AX crm leads & opportunities Presentation Transcript

  • 1. Customer Relationship ManagementMicrosoft Dynamics AX 2009
  • 2. Leads & Opportunities Sales Lead: is the first stage of a sales process. Lead Lead Types Lead Ratings Priorities CRM > SETUP > LEADSThese fields exist on the lead main table to group, sort and track leads
  • 3. Leads & Opportunities THE LEAD QUALIFYING PROCESSIs an information gathering process that begins when a suspect first crosses your pathand continues until youve converted to customer. Lead Prospect Opportunities Customer CRM > SETUP > LEADS > QUALIFY PROCESS > OVERVIEW TAB
  • 4. Leads & Opportunities THE LEAD QUALIFYING PROCESS Analyze Gather RankDefine their common Create a Lead Rank each of your new andcharacteristics qualification checklist existing opportunities (Cold,Warm,Hot)
  • 5. Leads & OpportunitiesTHE LEAD Status: Qualify Qualified Postpone Lead on hold Disqualify Disqualified
  • 6. Leads & Opportunities create a list of reasons that an opportunity, leaOpportunity Management: d or sales quotation is won or lost Phases Phases indicate the progression of a quotation. A prognosis period is the time expected for an Prognosis opportunity to become a sale. The probability of the quotation becoming a sales order. Probabilities This is the salespersons estimate expressed in percentage without the % character.
  • 7. Leads & OpportunitiesOpportunity Management: Reasons Create a list of reasons that an opportunity, lead or sales quotation is won or lost Competitors are independent of business relations andCompetitor are defined in separate table, linked to opportunity. CRM > SETUP > OPPORTUNITY
  • 8. Leads & OpportunitiesThe Sales Process: There are no fixed sales processes that are common to all companies, but companies generally want to outline the methods, stages and steps that employees have to follow while they work with leads, opportunities and quotations CRM > SETUP > OPPORTUNITY > SALES PROCESS > OVERVIEW TAB