Lead Generation with Dynamics 365 Sales

Dynamics 365 Sales is a powerful solution for your business. It presents all the necessary functionalities to build and implement successful marketing strategies. It offers mighty tools to reinforce your lead generation and conversion processes.

This powerful sales assistant can be used to process different types of leads and optimize key lead generation operations. In particular, D365 Sales will allow you to implement a lead scoring system to automatically rank leads based on their actions, such as opening emails, visiting websites, and interacting on social media.

With its help, you will also set up reminders and tasks for sales reps so that they can follow up on warm and hot leads, ensuring that every opportunity is noticed.

Lead generation is, in simple words, congregating contacts of would-be customers or leads. It is almost impossible to overestimate the magnitude of the lead generation act today. Any business is built on drawing clients. And the more clients, the better the biz is doing.

In this entry, we will try to classify leads and highlight the main phases of the lead generation operation.

How to determine leads, and how can they be attracted?

Leads are dormant clients who have expressed concern in your product or service. They can be attracted through various channels of appealing the target audience, such as:

· PPC (Pay Per Click). It is a paid advertising board on the Internet, where the advertiser pays for each click on their ad.

· SEO (Search Engine Optimization). It is a site optimization for search engines in order to increase its visibility and receive free traffic.

· Referral. It is a channel for attracting clients through recommendations and rewarding them for bringing in new ones.

In general, all leads can be distributed into two large groups: targeted leads and non-targeted leads.

Targeted leads

These are the most valuable ones for any enterprise, as they are already engaged in the service or product. They may have a specific problem that your output can solve or be looking for a profitable proposition that meets their demands. 

The criteria by which target leads are determined may differ, hinging on the specific business area and its goals. For example, this might include users looking for a specific outgrowth or service online and those who have already expressed favor through social media or other marketing channels. 

The purpose here is to attract the target audience's attention and afford them with all the necessary info about the commodity or service to convince them to make a purchase. 

It is highly momentous to develop a master plan for constituting targeted leads and permanentlyoptimize it rooted on the performance of each channel to invite the target audience.

Having in your arsenal Dynamics 365 Sales, you can segment targeted leads based on their engagement level, demographic information, and interaction history, arranging more personalized communication. Besides, you have the opportunity to implement lead scoring models to prioritize leads and apply the CRM’s email marketing tools to send customized messages. 

Non-targeted leads

They are users who are not concernedwith your company's produce or services. They may have left their contact data in error, misunderstood your enterprise's scope of business, or were random site visitors with no specific needs. Non-targeted leads may increase the overall number of site leads but are ineffective and do not provide business worth. To avoid attracting non-targeted leads, you must clearly define your target audience and develop a marketinggame plan accordingly. You may also apply quality ad targeting to minimize the number of non-targeted leads and make the most of your marketing budget.

Nevertheless, targeted and non-targeted leads, in turn, are separated into three more categories:

Cold leads

They are people who are not ready to buy your produce or services but bear a specific problem and are looking for a solution. They are often just introduced to your brand and may be interested in subscribing to your newsletter or downloading your lead magnet. To proceed with the involvement and gradually convert them into leads, offering them something valuable in return for their contact details is essential. For example, you could propose bonus material or a promotional code for a future purchase.

D365 Sales will activate instant web tracking so that you can see what content your cold leads are engaging with, automate and monitor emailing processes, and produce and manage campaigns to gradually nurture cold leads by sending regular updates, newsletters, case studies, and industry insights. You will also get the possibility to track how cold leads respond to your content and adjust it.

Warm leads

These users are already concernedabout your output or service but are not yet prepared to buy. They may ask questions in the chat or request additional information or advice. The goal here is to keep their attention and move them step by step towards a purchase. You can provide additional materials, including video tutorials or case studies, as well as polite and prompt service via online chat.

Dynamics 365 Sales will let you track warm leads and send customized emails with information about your products or services, as well as schedule consultations with your sales reps to provide more detailed info. You will also be able to use built-in scheduling tools to arrange demos or meetings with warm leads.

Hot leads

They are users ready to buy and need a quote or help completing an order. The important thing here is to provide users with all the necessary information to make the purchasing process as simple and convenient as possible. You can also use trigger scripts to encourage buying, like offering discounts on goods or services as part of a special offer. Servicing hot leads needs to be fast and efficient, so you don'tmiss out on the opportunity to make a sale.

You will have the ability to send immediate responses to the hot leads, applying Dynamics 365 Sales' prioritization features for this purpose. You will be able to interest them by proposing exclusive offers, which will encourage quick decision-making.

Searching for leads, sorting, analyzing, and turning them into actual clients is complicated. There are numerous stages and nuances. But some of the vital stages of this operation are the following:

ICP (Ideal Customer Profile Requirements)

This is how you determine the most appropriate characteristics and parameters of the ideal client for your enterprise. By defining your ICP, you will be focused on creating leads with greater capacity to convert into paying charterers.

You will have an excellent opportunity to define and refine your ICPs based on D365 Sales AI insights. This built-in AI will study historical data and identify common characteristics of high-value customers, making it easier for your lead-generation team to target similar leads.

Contact search

This step involves finding potential clients via various sources such as LinkedIn, industry events, and online directories. You need to use tools to find contacts that match your ICP parameters. Traffic formationdraws visitors to a web resource or site. This is one of the key elements of online marketing and can be achieved through various channels such as search engine optimization (SEO), content marketing, social media, online advertising, and others. The purpose of generating traffic is to increase the number of visits to the site and attract a wider target audience. Large traffic increases brand awareness and improves sales and overall company profits. At the same time, to achieve the desired result, you need to strategically plan and monitor all traffic origination channels, as well as dissect the outcomes of your efforts to perfect your marketing strategies.  

By integrating varied data sources with D365 Sales assistance, you will significantly modernize the process of finding contacts. Thanks to such integration, you will be able to find and import contacts that match your ICP parameters directly into your CRM system.  

Email outbound campaign

This is the cause of sending personified emails to target groups of potential charterers to convince them to take action, such as making a purchase or requesting a callback. Effective email campaigns must be unique, noticeable, and meaningful. 

You will be able to manage your email communications using special D365 Sales features that permit you to personalize and automate them better. You will also be able to segment your audience based on different criteria.

Work on invites

This is creating effective invitations for events, webinars, and other activities that can help generate leads. They need to be attractive, have a clear value proposition for engagement, and have a memorable copy. 

Dynamics 365 Sales makes it easy to produce event and webinar invitations. It offers numerous templates and automation tools for sending personified invitations and regularly tracks responses and engagement, reporting which actions are most effective for generating leads.

Lead Conversion

It is the act of making potential leads into paying charterers. To achieve this goal, you need to stimulate their interest, solve their questions and problems, give valued materials, and establish relationships with them. As a result, you will be able to build long-term connections with customers and increase sales.

With D365 Sales, you create live lead scoring models based on their likelihood to convert and automatically analyze them based on their algorithmic nature and interaction with your content, prioritizing high-potential leads. You can also easily automate repetitive tasks and actions and ensure timely lead engagement. AI-powered analytics will also help you evaluate and improve lead behavior and further personify your engagement strategy.

By considering all the factors related to your output and target audience, you can develop an effectual IT leadgeneration strategy that will allow you to attract new customers and increase company revenue. For this purpose, it is crucial to permanentlydecompose the outcomes and regulate the strategy if necessary.

And if you are concerned about saving time, human effort, and resources, then Dynamics 365 Sales is the right choice. You can make productive lead-scoring models to assist you in coping with leads. It will help you correctly build and effectively implement your marketing strategies.

You can contact the UDS Systems representatives anytime for detailed advice and professional support.