You’ve implemented Dynamics CRM, you “kind of” manage leads, but you either have no real process or a process that regularly fails. In this session we will find out how to take advantage of Dynamics CRM to manage your leads more effectively and track the conversion of leads to actual opportunities and sales.

1. Lead
Management
Kirsten Bockett-Smith and Sophie Khun-Hammond

2. Your presenters
Kirsten Bockett-Smith Sophie Khun-Hammond
Solution Specialist – Dynamics CRM Senior Dynamics CRM Consultant
 6 years experience with Dynamics CRM  6 years experience with Dynamics CRM
 7 years at Intergen  3 years at Intergen
 Wellington based  Wellington based
 Presales / Solution Lead / Analysis & Design /  Lead Consultant on CRM Implementations /
Project Governance Gather requirements / Design solutions
Lead Management

3. Our Agenda
What is a lead?
How do you capture leads?
How to utilise Dynamics CRM to manage leads
Reporting / Dashboards
Demo

4. What is a Lead?
A potential or prospective customer.
In Dynamics CRM
A lead record is an unstructured form, for gathering
information about a person, and/or organisation
and/or potential deal.
An opportunity in contrast to a lead is a qualified
potential sale and is associated with a customer.
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5. How do you gather leads?
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13. Where/how do you store the leads?
Are they in one central place?
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15. You can increase your lead conversion rate and
create more revenue generating opportunities,
if they are correctly tracked and developed.
You need the right process and tools in place to
make this successful.
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16. Utilise Dynamics CRM to
manage leads

17. Productive workers need the right tools
WORKFLOW FOR
LEAD
DISTRIBUTION &
ASSIGNMENT
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18. Teams working together produce better results
SEGMENT LEADS
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19. Utilise the Dynamics CRM Process Flow
Leads Workflow
Leads
assigned to email
entered
Sales team created
Lead
Lead
converted to Qualify
followed up
opportunity
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20. How to enter leads

21. Demo
■ Outlook – track an email
■ Convert a campaign response
■ Import a list
■ Manually create a lead via mobile phone
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22. Demo: Outlook: Track email, convert to a lead
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23. Demo: Campaign completed, response converted to lead
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24. Demo: Import: List of Leads
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25. Demo: Add a lead from your phone
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26. Lead Assignment

27. Demo
■ Assign to a user or team
■ Workflow for lead assignment
■ Activity Feeds
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28. Demo: Assign to a user / team
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29. Activity Feeds
■ Enables Sales Managers to be kept up to date with lead progress
■ Manual of automatic updates
■ Posted to external apps via API
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30. View activity feeds via Windows Phone App
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31. Qualification

32. Do you have a structured lead
qualification process?
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33. Demo: Qualification process
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34. Demo: Qualify
As you qualify leads, you can convert them to other types of
records.
You can qualify multiple
leads at once
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35. Demo: Convert a lead
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36. Measurement

37. Do you need to measure how well your sales team
performing?
Can you identify your most successful lead source?
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38. Measuring Success
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39. Reports
Lead Source Effectiveness – compare lead sources
Neglected leads – leads have not been contacted
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40. Dashboards
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41. In Summary
The right process + the right tool = success
■ Improve productivity
■ Easily measure your sales teams performance
and effectiveness
■ Close deals faster through team input and
centralisation
■ Ensure a consistent process is followed
For more information, contact kirstenb@intergen.co.nz. or sophiek@intergen.co.nz
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42. Thank you
kirstenb@intergen.co.nz
sophiek@intergen.co.nz