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Wednesday, 26 July 2017 15:33

Life After Leads: How to Grow your Customer Base

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MS Dynamics 365 for Sales vs Salesforce Learn more about Dynamics 365 for Sales features

Continuing from our previous blog post, we’ll further discuss the process of capturing leads and how to develop them into potential customers. Now that you’ve established your workflow and have found some promising leads, the next step towards gaining new customers is to build on your relationship with your leads and to nurture them.

What is lead nurturing?

Lead nurturing refers to the development of a series of planned actions and communication strategies for the purposes of eliciting certain behaviours from potential clients. The idea of lead nurturing is to guide consumers down their purchasing journey, sending them specific and relevant content which can help convince clients that you both understand their needs and assuring them that you have the solution to their problems.

How does lead nurturing work?

When a potential lead engages with your company, ie. by filling out a form on your website, they can be registered into your lead nurturing program. With Microsoft Dynamics 365 for Sales, you’ll be able track the lead’s level of engagement, create lead scores to qualify which prospects show the most interest in your product or services, as well as send out personalized scheduled emails to continue to engage and nurture leads.

Benefits of Lead Nurturing

Not only will this help leads to get to know more about your company, but it will further produce higher quality leads by filtering out low quality leads from higher quality ones. Furthermore, the ability to send out personalized emails will help you build a more personal relationship with potential leads, allowing you to stand out from other competitors.

Click here for more information on Microsoft Dynamics 365 for Sales. For any further questions or inquiries, visit our website and contact us at http://www.websan.com/contact-us 

Heimdall Sham, Digital Content Creator, WebSan Solutions Inc., a 2017 Microsoft Modern Marketing Innovation Award Winner

MS Dynamics 365 for Sales vs Salesforce Learn more about Dynamics 365 for Sales features

No doubt, CRM plays a significant role in today's business world – it provides useful insights, improves customer service and automates everyday tasks. But what about one of the fastest developing industries in the world – the IT industry? How can a $200 billion worth industry benefit from a CRM system? Here are three ways how CRM helps software companies to increase their sales:

1. Determine the best marketing channels for quality lead generation

Does your marketing team know which leads bring you the most value – the ones that were acquired from LinkedIn or the ones that saw your ad on Google? Assessing it without a CRM system is tough.  A CRM system can also determine the most effective messages, which influence a sale, and the best time to deliver them. This makes a CRM system an irreplaceable tool for software sales.

2. Develop a well-established customer journey

It always takes time to determine the buying process of your clients, because it's different for each of them. With insights, that a CRM system provides, it's much easier to build a customer journey that leads to a successful sale. The system spots the best points to reach your leads and determines the weakest parts of your sales cycle to turn your leads into customers.

3. Set realistic goals for revenues and profits

When you're running a software startup, it's more than important to understand your financial goals, otherwise, it may lead to the wrong distribution of monetary resources.  Yes, you can set up goals for sales using your intuition, but it's more accurate to use data, acquired by your CRM system. A CRM system can help predict sales and revenue for future periods, which helps to make smarter strategic decisions.

Make sure that your software company has a right CRM system to get the best results – try a free demo version of Microsoft Dynamics 365 for Sales

Alina Hura, Digital Content Creator, WebSan Solutions Inc., a 2017 Microsoft Modern Marketing Innovation Award Winner

MS Dynamics 365 for Sales vs Salesforce Learn more about Dynamics 365 for Sales features

With Microsoft Dynamics 365 for Sales and the implementation of marketing automation, managing and nurturing leads has never been easier. With automation software, potential leads can be tracked and nurtured accordingly based on their level of interaction they have with your company’s content. However, establishing a lead nurturing workflow is not a one size fits all process, and requires some initial setup and customization before you can begin to start bringing in new clients. Consider the following three steps before you decide on implementing any CRM software:

1. Understand Your Customers

Before you can begin setting up any sort of automation, you need to understand how your customers interact with your content. Who is your ideal target segment? Is the information and content relevant to their needs? Knowing how consumers are engaging with your company (i.e. social media, blog posts, etc.) will influence the type of content you post and how you choose to interact with them based on where they are at in their customer journey.

2. Plan Out The Steps To Your Workflow

After segmenting your target audience, develop specific strategies that nurture your leads down your workflow. Having leads sign up for newsletters via email has become the norm for many companies, and will allow you to nurture leads through custom emails tailored to where your leads are at in their purchasing journey.

3. Test your workflow and analyze results

Once you’re successfully planned and created the relevant content for your leads, test and analyze the results. Your workflow may require some trial and error, however the information that you gain will allows you to build more effective and efficient workflows in the future.

Click here for more information on Microsoft Dynamics 365 for Sales. Of if you have questions concerning other Dynamics products, feel free to contact us.

Heimdall Sham, Digital Content Creator, WebSan Solutions Inc., a 2017 Microsoft Modern Marketing Innovation Award Winner

What Is Moniroo? See Moniroo in Action |  Learn more about Moniroo's features

No matter what size your business is, time tracking is always a good idea. Without time tracking software, it's easy for your employees to get lost in projects and hard to follow their efficiency and productivity. Below are more reasons why it’s worth considering implementing a time tracking software for your business:

Track Work Efficiently

Time tracking software can create time sheets, which makes it easier to understand your company's workflow. Moreover, you can do without the punch-in/punch-out process and other old-fashioned attendance systems, which make time tracking process more complicated and less convenient both for you and your employees.

Improved Client Billing

When you're billing your clients hourly, time tracking becomes an important part of your successful relationships. Without a proper time tracking software, your customers won't get quick and accurate bills, which will affect not only your relationships with the customer but the credibility of your business in general.

Increased Employee Satisfaction

Time tracking software makes a huge difference for your employees. Time tracking software gives them clear perspective on their tasks, which helps them to organize their time, prioritize their efforts and stay effective during the work hours. These relieve pressure from managers as they don't need to follow every step of their team, which is also a good for the employees, as they feel less stressed.

Help lead your business to be more efficient - track your time with our Time and Expense System, which seamlessly integrates with Microsoft Dynamics.

Alina HuraDigital Content Creator, WebSan Solutions Inc., a 2017 Microsoft Modern Marketing Innovation Award Winner

For many companies, the Cloud is still considered new and unfamiliar territory. For the uninitiated, the Cloud refers to the ability to share, store and process information through a network of servers. With Cloud hosting, a company’s online resources will be spread across various web servers, allowing companies to freely transmit and access their data outside of their place of work. The Cloud is more than just a place for companies to store their data however, and once integrated will actually shape the way organizations do business in the future. For companies considering moving their business to the Cloud, here are several changes you may expect to occur:

Expect a change in your IT Infrastructure:

Should you decide to move to the Cloud with a fully managed service provider, time consuming activities such as server maintenance and resource management will be handled by your Cloud-based service provider. As a result, companies have reported having to reassign their CTOs and IT directors to undertake additional tasks and roles such as managing IT expenses and strategic planning.

Prepare for an increasingly fast paced work environment:

According to a HBR-Verizon survey report, 75% of businesses state that the Cloud reduced business complexity, 61% claimed that it increased employee productivity, and 53% stated it increased response time with customers. With its automated tools, business operations have become more streamlined and allowed for greater flexibility for companies to enter new markets and for faster rollout for new businesses initiatives and exploit new opportunities.

Work on the go:

In the days of in-house servers, work was strictly confined in the office. Within a span of a decade however, Cloud hosting has changed the way employees manage their work-life balance. Anyone with an internet connection can now access their work servers from anywhere, allowing employees to telecommute and work from outside the office.

If you’re interested in more comprehensive learning regarding or want to learn more about Microsoft Dynamics 365 products, check out our YouTube channel. Alternatively, for questions or any general inquiries, feel free to contact us.

Heimdall Sham, Digital Content Creator, WebSan Solutions Inc., a 2017 Microsoft Modern Marketing Innovation Award Winner

Microsoft Logo

WebSan Solutions Inc. chosen as award winner of the Modern Marketing Innovation Award

MISSISSAUGA, 2017 – Microsoft Canada is delighted to announce the 2017 IMPACT Awards winners.  The awards took place on July 9th at the Marriott Hotel, Washington DC as part of Inspire, formerly called Worldwide Partner Conference (WPC). The annual event now in its 14th year celebrates outstanding achievement across Microsoft’s community of partners, system integrators and service providers who are committed to the pursuit of quality and innovation.

Microsoft has worked closely with all partners on a wide range of customer solutions and business propositions. A number of the finalists chosen have showed their confidence and commitment to the partnership by leveraging Microsoft cloud offerings.

“In this mobile-first, cloud-first era it’s an exciting time to be a Microsoft partner in Canada,” said Andrew King, Managing Director of WebSan Solutions Inc. “We are honoured to be chosen as one of the winners for Microsoft Canada’s IMPACT Awards and to be recognized for our accomplishments within the Canadian Partner community.”

Winners are invited to an exclusive awards dinner hosted by the Microsoft Executive Team, providing a unique opportunity to network with executives and strengthen relationships with Microsoft business groups

The 2017 categories for IMPACT Awards reflect areas in which Microsoft is growing and transforming. All categories are very competitive and finalists nominated have shown a proven commitment to Microsoft by delivering outstanding performances.

Congratulations to all IMPACT Award Finalists.  For more information on Inspire please visit: https://www.microsoft.com/en-ca/sites/impact-awards/default.aspx

About Inspire:

Formerly called, the Microsoft Worldwide Partner Conference (WPC), Inspire is an annual, global convergence of Microsoft’s top partners. It provides partners with the opportunity to network, drive business growth and identify new profitability opportunities. This year at Microsoft Inspire, Microsoft will continue to focus on key trends that represent the most profitable models for partners.

About Microsoft Canada:

Established in 1985, Microsoft Canada Inc. is the Canadian subsidiary of Microsoft Corporation (Nasdaq "MSFT") the worldwide leader in software, services and solutions that help people and businesses realize their full potential. Microsoft Canada provides nationwide sales, marketing, consulting and local support services in both French and English. Headquartered in Mississauga, Microsoft Canada has nine regional offices across the country dedicated to empowering people through great software - any time, any place and on any device. For more information on Microsoft Canada, please visit www.microsoft.ca.

MS Dynamics 365 for Sales vs Salesforce Learn more about Dynamics 365 for Sales features

Microsoft Dynamics 365 for Sales, also known as Dynamics CRM, has become a powerful tool that, when successfully implemented, can greatly increase sales revenue and improve customer retention by as much as 27%. Successful implementation can be difficult however, partially due to reluctance by sales representatives who are unwilling to overcome the initial learning curve that comes with the software. To help smooth over the initial transition process, here are three ways in which you can encourage your sales representatives to begin using CRM to assist them in sales:

1. Communicate Financial Benefits

The ability to improve lead management should be communicated to sales representatives, as well as the potential financial benefits that stems from it. D365 for Sales helps sales representatives better track and follow up with potential sales leads. This has resulted in businesses reporting upwards of 30% increase in sales revenue per sales rep.

2. Emphasize Personal Accessibility

With D365 for Sales now available on the Cloud, sales reps are granted increase accessibility and mobility. Reps will be able to receive up to date business information from their colleagues sent straight to their mobile devices, allowing them to quickly respond to clients and further improve relationships with customers.

3. Add Compensation Reporting to your CRM System

Instant gratification can be a powerful motivator for sales reps. One of the reporting features that D365 for Sales offers is it allows sales reps to view their updated commission statements whenever they please. Sales reps should be encouraged to track their commission rates, and in doing so motivated to improve their performance and increase their close rates. D365 for Sales has dozens of useful features for you to utilize. Why not further explore all the features D365 for Sales has to offer by checking out our course catalogue at WebSan University?

Heimdall Sham, Digital Content Creator, WebSan Solutions Inc., a 2014 Ontario Business Achievement Award Winner for Service Excellence