I got a call the other day from a customer who said that another partner told them that they should not use a solution like ours because “It can cause issues”. I thought, what a vague and crappy thing to say. I assume this partner was not a reseller of ours, did not know what they were talking about, and just wanted to plant some FUD in the customer’s mind, but I thought I would address it anyway.

FUD as a Sales Tool

FUD is an acronym for Fear, Uncertainty and Doubt. It is a common sales tactic used by almost every seller… since the beginning of time. It is typically utilized in competitive situations. The idea being to plant negative ideas into your prospect’s head about your rival’s products or services. It tends to consume about 50% of any sales conversation, with things like, “Oh your talking to Acme, I heard they were going out of business“, or “I heard that Acme really socks it to you post-sale with hidden charges“, or “Tools like RapidStart CRM can cause issues“. The trick with FUD is to make a claim that cannot easily be clarified to the contrary by the customer on their own, leaving that FUD seed to fester in the prospect’s brain. You can usually tell when you are in a competitive situation against a FUD user, because the customer starts asking ridiculous questions about your company, products or services.

Combating FUD

The first instinct in combating FUD is to spray FUD back. Usually this results in a customer becoming completely uncertain about everybody and not moving forward with anybody. If you actually want to get the business, you need to resist the urge to punch back. A better approach would be to ignore the fact that there is a rival at all, and address the concerns directly. For example “I feel like you have some questions you have not asked me, I want you to be completely confident before moving forward with us, so please give me the opportunity to address any concerns that you may have“. 9 out of 10 times, this will break loose those critical unasked questions, many of which your rival may have planted. Answer confidently, but not incredulously or defensively. Ignore the fact that the rival planted the question, and instead act as though the customer came up with this concern on their own. Each concern that you address satisfactorily, makes your rival look worse… without your even mentioning them. I go into every sales conversation with the belief that we are the best choice for the customer, so I not only don’t focus on the competition, I ignore them completely.

“It can Cause Issues”

This is Classic FUD. “Issues” is a scary word that is seldom used in a positive way. I am going to go ahead and share with you some of the “Issues” that RapidStart CRM can cause for you, or your customers. One issue for our resellers, is having to figure out what to do with the additional revenue, adding Dynamics 365 to their practice will generate. I have had resellers complaining to me on the phone, that they are torn between buying a new boat, or a Harley… it can be traumatic. Similarly, customers are complaining that their users are actually using Dynamics 365, meaning they are no longer able to get the gossip at the water cooler like the old days… no one is there to discuss the new girl’s clothing choices!!

Issueless Deployment

Our RapidStart CRM deployment solution for Dynamics 365 is the opposite of “Issue creating”. In fact, it solves a multitude of “issues” for new deployments, particularly for non-crm partners. Without having to hire and train resources, any partner can start offering Dynamics 365 confidently to their customers. RapidStart CRM includes some solution files that we install on your customers Dynamics 365 instance. I think this is the root of the FUD, so I will explain them.

The first part of a RapidStart CRM deployment is our installation of four managed Solutions. The advantage of a “managed” solution is that, when removed, it will remove all traces of its prior existence. First, we are installing Insights, the Microsoft OEM marketing research tool from InsideView. Then we install our managed Navigation solution which includes a revised sitemap to help new users navigate quickly to the things they need. The Sitemap is not only customizable, but the solution can be removed easily and cleanly when the customer is ready for more. Then we install our forms solutions, also managed, and also completely customizable. Our forms replace the out-of-the-box forms for Leads, Contacts, Accounts and Opportunities with cleaner streamlined versions. The default forms are still there, just deactivated. Then we install our managed video training solution, which is completely separate from CRM, the only trace is the addition of a training button on the ribbon which launches our solution in a separate browser window. Once the user base is “trained up”, this solution can also be easily and cleanly removed in about a minute. I don’t know about you, but I am not seeing any “issues” here.

The other, and bigger, part of RapidStart CRM is completely external to the customer’s instance and that is our Wizard Portal. Our Wizard portal is a customization collection tool consisting of a series of sophisticated web based forms. The forms are used either by the customer, or their partner, to customize their instance to match their particular business needs. It is all about hiding, adding and modifying fields for their records and processes to exactly match their business. The last part is our team going into that instance, on behalf of the partner, and executing the customizations that were communicated by the Wizards. There are no scripts, plugins or foreign code introduced into that customer’s instance. RapidStart CRM is not permanently altering or limiting Dynamics 365 in any way. It is turn-key and “Issueless”.

You really should check out what we are doing, and why key leaders at Microsoft, like Brent Combest, tweet things like: “#MSPartner looking to start a #MSDYN365 practice – I’ve found the easy button! It’s rapidstartcrm.com– #sosimple”

The post Dynamics 365 – FUD as a Sales Tool appeared first on Steve Mordue.

What is Tribal Enrollment?  It is a process tribes use to establish membership criteria based on customs, traditions, language and tribal blood.  Enrollment criteria is defined by tribal constitutions or ordinances.  The criteria for membership varies from tribe to tribe.

Individuals can apply for membership to a specific tribe based on research completed to prove descendency from someone on a tribe’s base roll in addition to tribal blood quantum or tribal residency.

The Tribal Platforms Enrollment solution from Arctic IT is based on the Microsoft Dynamics 365 platform and helps a tribe manage the membership application process while maintaining the current tribe membership roll.  This solution provides Enrollment staff the ability to easily research tribal member details to answer questions from other tribal departments regarding member eligibility for programs using desktop or mobile devices.

Tribal Platforms Enrollment solution provides tribal governments with flexibility to configure the minimum requirements to be considered a tribal member.  Tribes with minimum blood quantum requirements can define the proper calculation of an individual’s Indian blood to determine eligibility for enrollment.

Critical information for Tribal government staff is collected and maintained within Tribal Platforms Enrollment.  This information becomes the central collection of all membership information vital for Tribal government reporting for the Council as well as the BIA.  Tribal Platforms Enrollment assists in managing the membership applicant process and the data collection so that Enrollment staff can quickly see outstanding application actions.   Tribal Platforms Enrollment also manages members who decide to relinquish membership privileges.

Conclusion

Managing your Tribal membership has never been easier with the latest Tribal Platforms Enrollment solution from Arctic IT.  The solution provides real-time information in the office or on-the-go to allow your Enrollment staff to view and update Tribal Member information.  Tribal Platforms Enrollment solution improves Enrollment staff productivity and efficiency with a flexible and configurable process saving time and money.

By Bryan Schmidt, Arctic IT Senior Consultant - Development. bschmidt@arcticit.com

The post Tribal Platforms™ powers Tribal Enrollment with Microsoft Dynamics 365 appeared first on CRM Software Blog.

If you’re about to dip your toes into the world of CRM for Dynamics 365 tech support and you’re feeling a tiny bit overwhelmed, have no fear, Derek is here! Hear from our Senior IT Manager on what it takes to be a CRM tech support superhero with our online course, Effective Strategies for CRM Tech Support in today episode of The CRM Minute.

Now that Derek has calmed all your fears, make sure you sign up for Effective Strategies for CRM Tech Support today to get started on the path to some seriously awesome CRM support skills.

Happy CRM’ing!

How can an organization optimize its sales channels and product targeting by building a 365-degree view of its customers in Dynamics CRM? The answer, and topic of this article, is with the help of Azure IoT and Azure Machine Learning services.

Sales effectiveness

The use case described in this article is the promotion of best-fit products to consumers, in this instance, active cosmetics. The objective is to optimize stock availability among street distributors according to predicted demand, using detailed profiles of consumers. 

To do so, we classify those consumers based upon such criteria as:

• common patterns of actions
• age
• gender
• and skin type

read more

With today’s tough economic conditions, construction companies are finding it increasingly difficult to win projects and keep up with the competition. Unless they adopt better software tools to manage their sales process they’ll continue to struggle.

CRM software uses cutting-edge technology to standardize your sales process and give you valuable insight into all aspects of the bidding process.

It gives you a clear strategic vision of your business as it correlates and brings all the various pieces of data together in one place. Its easy-to-use dashboards, configurable reports and additional tools allow you to analyze data and gain immediate business insights.

This means you can effectively manage relations with your clients and suppliers, plan and carry out projects, meet operational challenges, analyze sales patterns, reach revenue targets, maintain client correspondence and much more.

So, it doesn’t just help you get more business, it also greatly improves your customer relations, enhances your customer satisfaction and grows your profits.

Wins You More Projects

A constant pipeline of projects being bid is vital to the health and longevity of your company. Once a project has been identified CRM tracks all the important bidding information – contract value, bid dates, construction type, market segment, sales stage, tasks to be completed and key players.

This means you’re more likely to win over new clients in the following ways:

• Empowers you with reliable market data to identify target clients and tailor your marketing activities to generate leads.
• Gives you visibility so you can focus your resources and efforts on winning projects that can be won, and so, maximizes your return on investment.
• Facilitates your sales team as it keeps track of project bids and ensures they follow up with prospects in a timely and effective manner so opportunities are taken advantage of.
• Gives you all the valuable information you need to make decisions on the projects being bid, what needs attention and which has the greatest chance of success.
• Automatically creates tasks like the capture of phone calls, emails, notes and observations at each step of the sales cycle when an opportunity is created.
• Gives you a complete picture of partner subcontractors and the architect, owner, GC or other relevant relationships to the bid and ultimately the project.
• Makes faster sales, better closing rates and more satisfied customers as it walks them through your processes, properties and rental options to give them a more enriching customer experience.
• Gives you a consistent approach to bidding and winning work in respect to qualifying prospects, bidding, proposal development, negotiations and closing.

This means you can undertake cost-effective customer acquisition activities, gain more customers and achieve faster growth.

Enhances Customer Service and Builds Stronger Relationships

Dealing with all your clients and business partners can be overwhelming. Unless details and contact information are all organized it can slow customer service and affect customer satisfaction. However, CRM software can help you keep both your customer and partner data organized and easy to access.

• Stores all key information about customers, prospects and business partners in a single location, so employees can quickly find the details about a company, contract or bid.
• Streamlines all the principal areas of customer engagement, such as setting appointments, managing contacts, and handling customer service so you’re always on top of things.
• Improves your customer service practices as you can immediately track customer feedback, monitor performance and insights into order trends and overall status.
• Helps you effectively manage clients, invoices, documents and schedules and gives you real-time access to project-related documents
• Allows your clients to view contracts, make orders, change orders, and modify construction schedules.
• Increase customer satisfaction as it allows your clients to compare loans and view rental options with finance calculators.
• Builds deeper relationships as it keeps track of customer birthdays to remind the firm’s sales team to send prompt gifts and birthday wishes.
• Maintains a contact list with important customer information such as telephone numbers, emails, and buying history.
• Enables you to build strategic relationships with business owners, clients, governments, engineers, architects, subcontractors and suppliers.

Looking for more Dynamics 365 CRM QuickTips? Click here!

Streamlines Your Processes

CRM helps you streamline important processes to save you time, reduce costs and promote flow. It automates almost all critical processes in the construction industry which results in better management, increased customer satisfaction and bigger profits.

• Streamlines the supply chain and improves supplier relationships to promote flow and increase productivity.
• Implements strategies for better efficiency and customer satisfaction which enhances your reputation and attracts new clients.
• Reduces the time spent on document creation and sharing with contract templates and document controls.
• Synchronizes critical data like important tasks and deadlines with a calendar so you don’t miss important appointments.
• Facilitates growth and overall scalability as it automatically gives you instant metrics on a variety of aspects within your business.
• Gives you more visibility into your client base, allows you to make better and more informed decisions for your business.
• Keeps track of and gives instant access to important data, archives email correspondence,manages warranties and operational ground with your clients.
• Tracks time and labor spent on tasks and goals to ensure your staff are being productive and resources are harnessed to their full potential.
• Facilitates construction projects as it helps you allocate resources, manages the delivery of materials, delegates tasks and ensures workers’ quality and safety.

Generates and Nurtures More Leads

CRM software gives you more opportunities to reach out to your target market and generate more leads. It organizes leads through multiple sources- referrals, social media, and networking to simplify the process and improve your conversion rate.

• Can be integrated with social media platforms like Twitter, Facebook, Pinterest and LinkedIn so you can increase your exposure to your target market.
• Gives easy tracking of all aspects of your company’s social media campaign so you can see what’s working and make any necessary changes.
• Helps you design and implement effective marketing campaigns with its campaign management features.
• Creates campaigns that meet your overall marketing strategies by targeting the right clients with the right messages.
• Identifies the social networks that result in most traffic, tells you what clients think of your brands, and their overall customer experience.
• Allows you to adjust your activities so you can maximize returns while boosting your brands’ online presence.
• Keeps track of inbound and outbound leads, and run targeted campaigns specific to your prospects.

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Increases Client Retention and Helps Maximize Your Upsell

CRM enhances client retention and upsell as it notifies you when a client is potentially available for an upsell or increase in services. So, you can capitalize on and increase your sales from your existing clients.

• Provides updates on client and prospect status so you know exactly where they are in the sales cycle.
• Tells you exactly which prospects and clients are on hold, and who’s interested in additional services.
• Spots trends and patterns in your engagement with customers so you can become aware of opportunities.
• Collects, organizes and analyzes information on buyer patterns, preferences and trends.

Now it’s Your Turn

enCloud9 has one of the most experienced Microsoft Dynamics CRM teams in the US. From pre-sales to project management, and user support, we respond quickly with our expertise to answer your questions.

Our history dates back to 2009, but our experience dates back even longer. Our consultants have been advising companies for almost thirty years to give them the tools to achieve their goals. Our experience leads to your success. We use our unique approach to help small and medium-sized businesses lower their costs and boost productivity through Microsoft’s powerful range of cloud-based software.

We can be contacted at our webform or call us today at 402-235-8540.

The post Construction Companies Benefit from Dynamics 365 CRM appeared first on CRM Software Blog.

Are you ready to  exceed the expectations of the 72% of customers who expect a response to a posted complaint in under 1 hour?

Thanks to one of my associates, Nick Fratello, for taking the time and energy to put this little video together which shows how to

• Listen & engage customers on popular social channels
• Understand customer's sentiment & intent toward your brand and organization
• Escalate & resolve customer care issues consistently
• Collect customer feedback & measure results
• Transform customers into Fans

Thanks for checking out my blog post So, You Want a Career in Dynamics 365? (Part 3) if you want to see more like this please take a look here Mark Smith (nz365guy) - things I have learned on the way... if you have any questions feel free to reach out to me direct nz365guy

This is the last part of this blog series on Dynamics 365 career. Here I have listed what are perhaps some of the most overlooked practices of people wanting a career in Dynamics 365. Don't be like many who have become shortsighted in their Dynamics 365 career paths. Follow these last tips if you want to [...]

It has been two years since Microsoft launched Outlook Mobile with advanced email and calendar management; today, the company is launching a spate of add-ins for Outlook inboxes on iOS.

On the Microsoft Office blog, Javier Soltero, corporate vice president for the Office team, announced:

We're thrilled to collaborate with Evernote, GIPHY, Nimble, Trello and Smartsheet and bring their add-ins to Outlook on iOS. We're also making a few of our own add-ins available today with Dynamics 365 and Microsoft Translator, with many more to follow.

Microsoft promises that you can transform your inbox into a&q...

read more

PowerObjects has a brand-new CRM themed emoji app – CRMojis– and we are pretty excited about it!  

To channel Joe CRM and give life to your CRM-related text messages, all you have to do is download the free app from the iTunes store – sorry, only available on iPhone at this time.  CRMojis include CRM MVPs –  CRM inside jokes  – and all the Joe CRM emotions you can handle  .

          
We hope these fun CRMojis bring your texting game to a whole new level.  Be sure to check back in for new CRMoji additions regularly.

Happy – ing!