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Showing posts from August, 2019

Automating Your GovCon Wins in CRM

Microsoft is rolling out a series of enhancements to the Dynamics 365 for Sales app which will make government contractors happy and which InfoStrat is incorporating into its Dynamics 365 for Government Contractors solution.

One of the best new features is customization of the Opportunity Close dialog box. Microsoft is opening up this feature so developers can treat it more like other CRM forms. 

Today, the options for what happens when an opportunity is closed (won, lost or cancelled) are limited.  You can create workarounds, but Microsoft's new approach makes it more straightforward. Here are some of the things you may want to automate at the time you close an opportunity:


Add new fields to provide insights on wins and losses.  At the time the opportunity is closed you may have information from the customer that will help you improve your sales strategy in the future.  You can capture these insights when the opportunity is closed.  This complements the opportunity scoring in the…

7 Factors in Choosing a Customer Relationship Management (CRM) Package

Many business reach a point in their growth when they consider implementing their first customer relationship management system (CRM).  Some of them start by using Excel or SharePoint for tracking customer data, then reach a point when they need functions that these tools do not easily provide, such as reports and dashboards or integration with other systems.

There is a wealth of online information available to companies shopping for CRM, so this blog post provides a starting point on some key factors to consider:
Write down your requirements. A list of business needs will help you evaluate CRM options.  For instance, a requirement might be to allow customers to submit customer service cases online, or for sales people to track their performance for commissions. Find something geared toward your industry. Not all businesses are the same, and many CRM systems are available which are tailored to your specific vertical (industry). For instance, you can find a CRM for insurance sales, hea…