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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 […]
Best Practices for Organizing Teams
In our day-to-day business lives, I think we could all enjoy the ability to make decisions more quickly! To do that, you need to eliminate organizational roadblocks such as analysis paralysis and disjointed workspace and create a modern and digital workspace that supports and fosters discussion and collaboration. Read more to learn how FMT Consultants is utilizing technology to align with Microsoft’s digital transformation both internally and for our clients in order to achieve faster decision making and growth from our very own Director of Consulting Services Zach Saltzman.
SharePoint Online Document Management Best Practices
Once upon a time, document storage seemed logical and simple… Especially, when you create your own methods by which you store and archive your files—not really. Everything made perfect sense because you operated in your own world—so untrue. You knew exactly where you put things every time, on the dime—when did this ever happen? Well, times have changed. Culturally, we have migrated to a more collaborative work environment that invokes teamwork, accountability, and transparency. Consequently, as we moved into the collaborative space, our technology had to evolve with us; thus, SharePoint was born. The name became a beacon, a focal “point” where we can “share” files, collectively draft documents, set document-level permissions and document versioning, archive, and store, automate business functions, assign metadata for easy searchability, and ultimately—most importantly—streamline our business processes. It all sounds good and there’s a growing consensus in the board meetings, “let’s launch our business into […]
Migrating from Dynamics GP to D365 Business Central
So you want to take your business to the cloud. Dynamics GP has been great. It’s comfortable, it’s widely used and supported across North America, but let’s face it…it could use some updates to take advantage of newer technologies offered by other systems. Moving to a more modern platform can provide many advantages to an organization. However, migrating from an on-premise to cloud deployment can be a large undertaking and the advantages offered may also come with a cost - Dynamics 365 Business Central (BC) is no exception. Throughout this article, we aim to highlight topics that should be considered when contemplating a migration from Dynamics GP to Dynamics 365 Business Central. Start by taking a look at the advantages of migrating. Advantages • Improved Platform/User Experience – Dynamics 365 Business Central offers a more modern look and feel which allows users to take advantage of enhanced dashboards and other […]
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 […]
Dynamics 365 Business Central – Reporting with Dimensions
Using global and shortcut dimensions in Dynamics 365 Business Central provides much flexibility for reporting options.  One limitation, which isn’t much of a limitation, is that you can only filter on up to four dimensions. However, building the report to use up to four dimensions takes a few steps in order to properly report on dimensions (other than Global 1 and Global 2).  By default, you can create an account schedule using the Global 1 and the Global 2 dimensions but not on shortcut dimensions.  Here are the steps to report on shortcut dimensions: Create an Analysis by Dimension View Update the Analysis by Dimension View Assign the Analysis View to a Column Layout on an Account Schedule Personalize and Design the Column Layout Window to Add Filtering Options Print the Report Sounds simple enough! And it is, but there are a few things to keep in mind. Plus, if […]
D365 Business Central Configuration Package Challenges – Sales Orders Error
I recently had a D365 Business Central client that whenever she attempted to ship and invoice specific sales orders, she would receive an error message “The record in table Sales Invoice Header already exists" - see screenshot below. She was able to ship and invoice other sales orders without issue. However, certain sales orders would error out, regardless of what she did. Since this error was concerning the posted invoice number, we first investigated the numbering series for posted sales invoices.  Here is what we found: The invoice number in our error message was not from the currently assigned numbering series The invoice number in our error message was from a previous numbering series The previous numbering series was one that had been replaced by the current numbering series.   Great information, but what next? After reading a few user questions in the Dynamics 365 User Group site, I found […]
Tips for Year End Closing in Microsoft Dynamics GP
Closing out the year in Dynamics GP requires a very specific set of actions to complete. Please refer to the Period and Year-End Best Practices for more details from our Dynamics GP 2018 Period-End & Year-End Closing Manual. So in this blog, we’ll go over general tips for all year-end closings as well as specific tips for different GP modules. Note: Be sure to have a current backup of both the company and Dynamics databases. The first and most important task besides performing the close is making sure all users are out and you have a valid backup for each company. Backups should also be taken in between some of the closing procedures when it involves payroll or any other time consuming processes. Make sure to also safeguard your backups from any cleanup routines you may have setup in SQL server by keeping it in a different drive and folder. […]
Moving from GP to the Cloud
  Learn how moving to a cloud-based Enterprise Resource Planning (ERP) will improve your company's ability to overcome challenges and transform your business for long-term success.   In this session, you'll learn ...     Why you need to move off GP     What happens if you don't move     5 Ways moving off GP helps your business     How ready you are to move       Speaker Information Chris Schofield Microsoft ERP Practice Director at FMT Consultants Chris has more than 15 years of experience implementing Microsoft ERP solutions and architecting, designing, developing and implementing client's business processes. He has managed a wealth of projects and worked with companies of all sizes across a wide range of industries - from small firms with few users and simple projects to larger companies with hundreds of users and complex requirements.
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 ‘Switch […]
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 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 […]
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