CRM for B2B Sales

For a growing B2B sales team, Microsoft Dynamics CRM in the on-premises or cloud version are excellent options. Gartner came out with its Magic Quadrant for Sales Force Automation and compared Dynamics on-premises and cloud versions to other comparable CRM options.

Why on-premises? The features of both versions remain the same even as the functionality and mobility changes with the cloud version.

Why cloud? There will be variances because the online version is on a different release cycle than on-premises (twice a year for online versus once a year for on-premises). Also, the cloud version allows for greater use of tablets and mobile devices for on-location meetings.

According to Gartner, organizations consider Microsoft Dynamics CRM on-premises primarily for: (1) the potential for more-attractive total cost of ownership (TCO) versus using cloud-based offerings, (2) integration with Microsoft Outlook and the ability to leverage the Microsoft technology stack, such as SharePoint and SQL Server, and (3) to avoid data privacy and real-time integration issues associated with the cloud. Cloud may be a better option for you if you are looking for an economical CRM offering.

If your sales team is already using other Microsoft products including Outlook or office, Dynamics CRM is a natural fit.

What makes a great CRM for sales force automation?

“Sales configuration, guided selling, proposal generation and content management, and sales performance management support, including incentive compensation, quota, sales coaching and territory management,” all factor into making a great sales tool according to Gartner’s Magic Quadrant report.

Take a look at the full report and the reasons why Dynamics may or may not be a good fit for your organization.

What should you look for when evaluating a potential CRM? A few noted considerations include:

Sales Execution

The product’s ability to execute core sales functions including: sales and administrative activities for your team.

Market Responsiveness

The product, CRM, will continue to grow with your company and will offer valuable version updates throughout the years.

Market Flexibility

A flexible tool that is able to help you respond to market changes, competitor behavior and new opportunities.

Customer Experience

This may be one of the most important. CRM can help your sales reps creatively and effectively engage with clients. Specifics include technical or account support.

As a B2B sales team, you will most likely need a CRM with capabilities for opportunity management, quotation management, guided selling and sales performance management. If you have any questions or would like a free trial of Microsoft Dynamics CRM don’t hesitate to contact us and be sure to follow us on Twitter @DatixInc.