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1 Key Salesforce Security Best Practice
We've seen many assume their Salesforce orgs are secure enough: why should they care about FMT's recommended key Salesforce security best practice? Consider that phishing attacks are increasing and 2020 stood out. 88% of organizations around the world experienced spear phishing attempts. Remote workers are being targeted more than before. And in a successful attack, nearly 60% of organizations lose data, nearly 50% are infected with ransomware, and nearly 35% of organizations experienced financial losses. Those are scary statistics. How can we keep our Salesforce data secure? Let's say you implemented Salesforce a while ago and everything is working well. It's flexible enough so that you can easily change a picklist value or add a little automation. But you probably haven't thought about security since you implemented Salesforce. In my experience, most implementations configure data access (which users can see or edit which records and which fields). But very little […]
Leveraging AI with Salesforce Einstein Chatbots
Are you ready for an Artificial Intelligence Chatbot? In 2018 Gartner predicted that Chatbots will power 85% of all customer service interactions by 2020. It’s 2020 now and they were probably overstating the rapidity of AI Chatbot adoption.  But they weren’t that far off the mark. Chatbot technology has made rapid advances and our understanding of what makes a good Chatbot has also grown. Now that our know-how and the technology are ripe – should your company start implementing AI Chatbots? We’ll look at Salesforce Einstein Chatbots to see if we can answer that question. What is a Chatbot? A Chatbot is an application that simulates human conversation via text message. It allows your customer to talk to a computer that then directs the customer to the resources that they request. Chatbots allow you to add an additional channel of communication to your sales and support strategies.  You may have […]
Salesforce Releases New Manufacturing Cloud
For manufacturers, with all the moving parts of the business it's crucial to have visibility across the organization.  This isn’t always easy.  With all the software solutions used to run the business today, it’s even harder.  But Salesforce has not only heard the need, they’re addressing it.   In the last month, Salesforce.com has enhanced it’s functionality and focus for Manufacturing Customers.  They’re calling it, wait for it, Manufacturing Cloud.    And we’re pretty excited about it!   With 20+ years of manufacturing experience implementing and optimizing ERP’s and CRM’s, like Salesforce.com, we understand the pains manufacturers work through on a daily basis.    Manufacturing Cloud will make it easier than ever to cure those pains and bring key functions of the business together to accelerate business and profitability.   Why Manufacturing Cloud?   Some key functions within Manufacturing Cloud from Salesforce.com are:   Sales Agreements/Forecasting Contract Management Price Management […]
Dynamics 365: 2019 release wave 2 plan
The release plan (formerly release notes) for the 2019 release wave 2 describes all new features releasing from October 2019 through March 2020 for Dynamics 365. You can either browse the release notes online or download the document as a PDF file.   New for wave 2: The Power Platform (PowerApps, Microsoft Flow, and Power BI) features coming in the 2019 release wave 2 have been summarized in a separate release plan.   2019 release wave 2 overview The 2019 release wave 2 for Dynamics 365 brings new innovations that provide you with significant capabilities to transform your business. The enhancements to Dynamics 365 applications include hundreds of new capabilities across the business process applications:   Sales Marketing Customer Service Field Service Project Service Automation Finance and Operations Talent Retail Business Central   The 2019 release wave 2 enhances artificial intelligence capabilities to help organizations accelerate their transformation of customer […]
What Is a Sales Funnel (and How Is It Changing)?
The sales funnel metaphor is somewhat misleading; in real life, the process never goes as smoothly as liquid down a funnel. In the last decade, digital marketing, artificial intelligence (AI), and CRM have drastically changed the process of converting new leads into customers. Given this, it’s increasingly important that business-to-business (B2B) sales and marketing teams are aligned in their views on a sales funnel strategy and lead generation as a whole. This article answers some common questions, including: How is the sales funnel defined? Why is the sales funnel still relevant? How do you align sales and marketing in sales funnel stages? How is the sales funnel changing? How do you manage and optimize the sales funnel? How do you balance human skills with data insights throughout the sales funnel? A simple definition of a traditional sales funnel A sales funnel represents the ideal path companies hope buyers take to […]
Marketing Trends for B2B Marketers
Today’s B2B marketer has a plethora of marketing tools to leverage, and nowhere is data and technology more prevalent than in B2B marketing. Let’s go through four B2B marketing trends poised to have the greatest impact through the remainder of the year and on.   An Omnichannel Experience We’ve heard multi-channel marketing thrown around for the past couple of years. Organizations transitioning from the multi-channel framework to an omnichannel strategy is a trend worth mentioning. With an omnichannel marketing approach look to see established marketing teams have success across digital environments extended reach regardless of channel or device. The days of siloed digital engagement and activities are gone, and companies are understanding the importance of creating a unified and consistent brand image no matter which channel they are using to engage their audience. Below we created a quick snapshot of what we’re talking about which includes only a handle of […]
5 Ideas to Drive Sales Through Marketing Automation and Microsoft Dynamics 365
Marketing automation – the name really doesn’t do the technology justice. While it’s true that a marketing automation platform can help you automate marketing campaigns, these robust systems are capable of so much more and benefit many areas within an organization outside of marketing. Sales is one such beneficiary, particularly when marketing automation is paired with Microsoft Dynamics 365. In recent years, the internet and social media have changed buyer behavior, which has in turn changed how companies sell to their buyers. Consider these sales statistics: • Today’s buyers are anywhere from two-thirds to 90 percent of the way through the buying process before they reach out to a vendor. (Forrester Research) • 50 percent of qualified leads are not ready to purchase immediately. (Gleanster Research) • The average sales cycle has increased 22 percent over the past 5 years due to more decision makers in the buying process. (Sirius […]
4 Key Features of Saleforce Lightning
It has been a few years since Salesforce launched Lightning Experience. Lightning is Salesforce’s latest component-based framework developed for users with less programming experience. It is designed to maximize sales rep. productivity, complete with analytics and in-line intelligence that will drive sales precision. Since the launch, Salesforce has been encouraging its customers to migrate from Salesforce Classic to Lightning.   Why should you move to Lightning? There are two main reasons why you should consider migrating from Salesforce Classic to Lightning: 1) All users will eventually be transitioned over and 2) Lightning has significantly more power.   To expand on point #1, Salesforce recently released this statement: “Starting in October 2019 with the Winter ’20 release, Salesforce will turn on Lightning Experience for all organizations on a rolling basis. When it’s turned on, standard profile users and custom profile users with the Lightning Experience User permission enabled will see the […]
4 Trends that Are Transforming CRM in 2019
As the number of businesses using Customer Relationship Management (CRM) systems increases, the market becomes more competitive. Understanding and adopting the latest trends in CRM is crucial to stay ahead. Big players like Salesforce and Microsoft in the CRM scene are constantly researching and improving their solutions, which helps you and your business. On top of managing your organization’s customer interactions, CRM is now used to improve customer experience, increase sales and customer retention rate. CRM is, without any doubt, evolving at a rapid speed and transforming into a sophisticated solution.   4 key trends we are seeing in 2019   AI-Powered Voice Assistant Thanks to Artificial Intelligence, conversational CRM is becoming the focus of the CRM space. There are many capabilities that an AI-powered CRM offers such as text-based chatbots and face recognition. However, what we should pay most attention to is voice functionalities. CRM providers like Zoho and […]
Dynamics 365 Outlook App Fixes: Lead Form Layout | Business Rule | JavaScript Function
Every time we do a CRM implementation or migration, there is always a chance we'll run into errors or roadblocks. In this blog, we will go over two issues we encountered using Dynamics 365 Outlook App for Microsoft Dynamics 365 for Sales 8.2 and how we overcame them:   Modify a Lead Form Layout Add a Business Rule and a JavaScript Function   Sounds pretty simple right? Main steps include making the modifications on the quick creation forms, create the JavaScript libraries, create the business rule, save, publish and done! Figuring these steps out took a significant amount of time and effort, because none of these changes were reflected in the Outlook App. So hopefully this will save you a headache! Let's get into the troubleshoot!    Issue #1: Modify Lead Form Layout in quick creation form. Even after making the updates, saving them and published them, these were still not […]
How to rename Business Process Flow stages in Microsoft Dynamics without disconnecting your sales pipeline
I think we can all agree that every customer has their own unique business processes. If you are running Microsoft Dynamics CRM 2016, Dynamics 365 v8.2 or Dynamics 365 v9.0, the pre-defined stages available within the Business Process Flow (BPF) might not suffice. So in this blog post, I will go over customizing BPF stages and renaming them for a custom flow without disconnecting your sales pipeline. Note: if your business only needs out of the box stages i.e. qualify, develop, propose, close from the Lead to Opportunity BPF or any other existing ones, this blog might not be for you. Based on my experience at FMT Consultants, 80% of the CRM implementations are not using out of the box stage names. So I am sure you're still with me! Now let’s dig into to it by examining the “Lead to Opportunity Sales process.” As you may know, the attribute […]
SMB TechFest Spotlight - FMT Consultants
Technology choices matter. Applying new technology tools, or revising existing ones, requires a significant effort and sustained commitment to transformation. All, while continuing to run a business at top speed. Whether you work in operations, finance, IT… or all of those (and more), creating lasting value takes real work from people committed to building better business solutions one business at a time, every time. In this discussion between Eric Casazza, CEO at FMT Consultants, and Dave Siebert of SMB TechFest, we discuss advanced supply chain solutions ranging from Enterprise Resource Planning (ERP), to Demand Planning, to Warehouse Management Systems (WMS). It’s not just about financial management software. New technology investments can pay real dividends in operational efficiencies, advanced manufacturing capabilities, and stronger distribution networks.     At FMT we have decades of experience working side-by-side with businesses looking to take the next step (or giant leap) forward using the right […]
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