Transforming Sales and Profits in Manufacturing with Intelligent Segmentation
In addition to internal performance metrics and transactional data, you need a single, centralized platform for recording and managing broader intelligence. This includes research on new initiatives and investments by customers and prospects, competitor activity, economic indicators and legislation. Microsoft Dynamics 365 offers CRM technology that combines and analyzes information across multiple systems and data feeds, inside and outside the business, providing manufacturers with the 360° vision and strong account intelligence required to get ahead.
While you may intuitively rank their customers, the data points generated through combining traditional ERP data with CRM can be revealing. For example, frequent interaction with a given customer may not solely be reflected by order levels or profitability. By using a more analytical approach, accounts can be logically segmented and a specific plan developed for each tier, based on whether a customer buys on perceived value or price for example, and outlining the ideal frequency and type of contact. How and when time is spent with each customer is then not just tailored to meet their needs, but also to make appointments more productive and rewarding for both your sales team and your customer. This transforms contact from transactional-based to relational, and generates solutions rather than simply providing quotes.
Armed with the most current figures and trends, your sales team “customer IQ” and confidence is significantly boosted, laying the foundation for proactive dialogue that will engage and impress the companies they deal with. These structured, repeatable account management plans drive efficiency and more predictable results. Don’t you want to maximize the potential for profitability and growth?
A major part of sales success in manufacturing comes from the ability to accurately forecast demand and sales rhythm within your customer base. Combining feeds from purchasing and finance systems with customer interaction data enables organizations to make real-time comparisons of sales team monthly forecasts against actuals. This can identify trends across different business units and sales reps, allowing a faster reaction from a coaching perspective. It can also provide better information back to the manufacturing planning process.
Learn how selecting Microsoft Dynamics drives true ROI – not just saving you money, but multiplying the amount you invest in returns by downloading The ROI of Everything CRM.