InsideView pentru creterea productivitii

InsideView furnizeaz informaii utile i curente pentru afacerea

ddumneavoastr, perspective, conexiuni i tot arsenalul necesar
echipelor de marketing i vnzri. Soluia vine n componena lui
Microsoft Dynamics CRM pee care poate deja l utilizai sau avei de
gnd s l implementai.

Perspective previzionate de
InsideView
Microsoft a ales ca InsideView sa fie o capabilitate nativ a
Dynamics CRM de care utilizatorii s poat beneficia fr alt
dezvoltri Online.
Identificai i calificai prospecii n baza unor informaii de
selectate cu aacuratee;
Cretei rata de conversie prin prespectarea celor mai elevani
poteniali clieni pentru afacerea dumneavoastr;

Fidelizai cumprtorii prin conexiuni prrofesionale i sociale

din cadrul organizaiei

Ce putei face cu Insights?

1. Identificai potenialii clieni
Calificai instant prospecii pe baza unor informaii accurate

Lrgirea portofoliuliu de clieni prospectnd noi piee pe baza

victoriilor anterioare i pe baza informaiilor adunate din experien.
Identificai factorii de decizie n funcie de zona funcional sau titlu
2. nelegei-v clienii

Economisii ore de cercetare i social media prin instrumente

simplu de utilizat pe care le avei la ndemn

Cretei rata de conversie prospectnc clienii n funcie de mai

muli factori, ntre care i nevoi
3. Engage clienii

ncepei o conversaie plecand de la cunotine comune, foti

angajai, cursuri pe sau evenimente la care ai participat n comun.

Creaz-i o introducere prietenoas prin intermediul reelei tale

profesionale sau a prietenilor.

InsideView pentru
Marketing genereaz lead-uri
InsideView pentru Marketing aduce cele mai importante
informaii i cele mai potrivite lead-uri n procesul
dumneavoastr de marketing pentru mai multe lea-uri i cu o
rat de conversie mai bun. Filtrai baza de date i creai una
nou cu un potential mai mare i contruii, astfel o lista pentru
procesul de outbound cu cele mai potrivite contacte.

InsideView Clean
Utilizai InssideView pentru a filtra baza de date de informaiile
inutile, ccompaniile nepotrivite pentru scopul dumneavoastr, dar i
pentru a completa baza de date cu informaii actualizate
Identificai i soluionai inacurateile

Adugai cmpuri noi la nregistrile efectuate

Meninei actualizat baza de date prin actualizri programate

InsideView mbogit

Agugai n baza de date leaduri venite din orice sursa.

Reducei formularele web, dimensiunea lor pentru a crete rata
de conversie

Obinei mai multe leead-uri calificate ntr-un timp mult mai

scurt.

Dashboard analitic pentru a obine o vviziune asupra creterii

popularitii pe cele mai importante surse

Acces de oriunde i oricnd

Acces mobil la informaii culese de InsideView, previziuni i
conexiuni ce favorizeaz maximizarea beneficiilor furrnizate prin
utilizarea CRM chiar daca nu suntei la birou, ci pe strad sau cu alte
activiti.

mbuntii calitatea lead-urilor

i a formularelor web
Valorificai lead-urile care nu au alocate date de contact,
astfel nct:

Simplificai formularele web cu scopul de a crete rata de

completare a acestora, sfarind astfel cu obinrerea unor informaii
de mai mare acuratee.

Platforma InsideView CRM Intelligence furnozeaz informaii,

previziuni i conexiuni direct n contul dumneavoastr de Microsoft
Dynamics CRM. Once enabled, you will have access to InsideView in
your account, lead, contact, and opportunity page views.

Existing InsideView Customers

If you have upgraded to CRM 2015 Online Professional or

Enterprise and have a paid license of InsideView for Sales,
Professional or Account Management, this solution will upgrade you
to the latest version of InsideView where you can continue to access
your paid subscription.

If you have upgraded to CRM 2015 Online Professional or

Enterprise and have a Basic InsideView license, this solution will
upgrade you to Insights (a Microsoft branded version of InsideView)
at no additional cost.

If you have upgraded to CRM 2015 Online Essentials or Basic,

you can access InsideView only through our standalone web
application (access from within CRM is not available for these CRM
license types.)
New InsideView Customers

If you have upgraded to CRM 2015 Online Professional or

Enterprise, this package will provide you with Insights (a Microsoftbranded version of InsideView) at no additional cost. If you would
like to add list building functionality, please
contactmicrosoft@insideview.com to get the InsideView for Sales
Enterprise add-on.

If you have upgraded to CRM 2015 Online Essentials or Basic,

this package will provide you with a standalone web version of
InsideView.
Installation Instructions:
Before beginning, please ensure that pop-up blockers are turned off
in your browser. If you are upgrading the solution, please
uninstall the existing one first before installing the new one.

1. Install the Online solution into your CRM by downloading the zip
file to your local computer. NOTE: Microsoft recently introduced a
new way to install Insights via Office 365 Admin. To learn more,
please visit this page
2. Log into your CRM as an Administrator (specifically with the
System Customizer role)
3. Navigate to Settings > Solutions (or Settings > Customizations >
Solutions)

4. (NOTE: If you already have a solution installed, first uninstall by

selecting the package then hitting X to delete. Then proceed with
the instructions below.) Click the Import Solution icon or link and
select the downloaded zip file from your local computer.

5. Follow the instructions and system prompts to complete the

install.

6. Open any Account/Lead/Contact/Opportunity record in CRM. This

will load the Insights window. The next step is to enable OAuth.
7a. If you are a Global CRM Administrator, click on the Continue as
Admin option. This will grant access to you and all users of the
organization.Note: The Global CRM Admin role can be set from the
User settings option in Office 365, as shown in the screenshot
below. This option should be selected as Yes for the user to have
the ability to Continue as Admin. Further, the admin must have
Global Administrator as the role assignment for setup to
continue.

7b. If you are a user and you see this page, click on the Continue
as User option. This will grant access to Insights for you
only. NOTE: If your CRM administrator does step 7a first, you will
not be required to take action 7b-9. Insights will load automatically.

8. Click on the Accept option on the grant access page.

9. The grant access will happen automatically in the background.

When done, the page will refresh and Insights will load in the CRM
object window as shown below.

10. Once the installation is complete, navigate to any Account,

Lead, Opportunity or Contact view to access Insights.

Admin Notes
1: Insights is supported only in the default process form in CRM
2015 Online. If you are using the old form, Insights will only render
on half of the screen.
2: View instructions on how to add a trusted site then add the
following URL as a trusted site: https://my.insideview.com
3: Any/all unmanaged solutions should first be backed up (by
exporting them as an unmanaged solution) before importing the
Insights managed solution.

Support
Please contact us if you have any questions or need assistance
installing InsideView. For installation or technical questions, contact
oursupport team. For general questions, please email us
at microsoft@insideview.com.

CRM 2015 On-Premises

Customers
Existing InsideView Customers

If you have upgraded to CRM 2015, first uninstall the existing

package then install the new package to get the latest InsideView
CRM Intelligence features. There will be no change to your existing
InsideView license types.
New InsideView Customers

Enjoy a 30-day trial of InsideView CRM Intelligence inside your

CRM. The installation will place the InsideView application inside of
each lead, contact, account, and opportunity record in CRM. At the
end of 30 days, you may subscribe to InsideView to continue using
the rich features, or your licenses will de-activate.
On-Premises Installation Instructions
Before beginning, please ensure that pop-up blockers are turned off
in your browser.

1. Install the On-Premises solution into your CRM

by downloading the zip file to your local computer.
2. Log into your CRM as an Administrator (specifically with the
System Customizer role)
3. Navigate to Settings > Solutions (or Settings > Customizations
> Solutions)

4. Click the Import Solution icon or link and select the downloaded
zip file from your local computer.

5. Follow the instructions and system prompts to complete the

install.

6. Setup a proxy CRM user to provide your CRM users with seamless
data sync/export. Click here for instructions on how to set up a proxy
user.

Insights for Microsoft Dynamics CRM powered by InsideView

Boost your sales close rates with information that will help you find, understand,
and engage more qualified buyers. The Insights pane lives on your Microsoft
Dynamics CRM accounts, contacts, leads, and opportunities forms, where it pulls in
company, contact, and social data from thousands of constantly-updated sources.
Insights helps you make quick work of prospecting, connecting, and best of all
closing, because you can:

Instantly qualify prospects with high quality company data.

Save hours of research time with up-to-the-minute company news and social
media buzz at your fingertips.

Start a conversation with a target buyer by noting mutual acquaintances,

past employers you have in common, or schools you both attended.

Learn about your prospects and customers through 360-degree profiles and
real-time updates from LinkedIn, Twitter, Blogs, and other social media.

Insights is included at no additional charge in all Microsoft Dynamics CRM Online

Professional and Enterprise paid licenses in North America. Mexico is not supported.

Despre cum s vinzi mai mult

I-ar plcea s creasc portofoliului de clieni al companiei,
vnzri mai bune, un departament de customer service
eficace, angajai motivai i dispui s fac efort pentru c le
pas de rezultatul final, nu pentru c-i sechestreaz-n sediul
firmei i-i oblig s-i ia angajamente imposibil de pus n
practic.
Anul acesta Semizeus s-ar concentra pe creterea vnzrilor
pentru c aceasta se vede imediat i d bine la nalta Poart a
multinaionalei.
Dac ar reui s livreze vnzri mai bune, nu tie cum, ar
putea s-o lase mai moale cu pupatul efilor n fund sau

cu jocurile politicejegoase care duc la sacrificarea a cte unui

director din linia a-2-a (ap ispitor) pe an.
Iat cteva sugestii utile att zeului nostru buimac ct i
tuturor celor care i propun s in pasul cu schimbrile din
mediul extern i s-i depeasc intele chiar n condiii mai
puin vesele de consum.
Corelarea strategiei de vnzare cu strategia companiei
n cazul n care compania are o strategie, a lui Semizeus n-are,
ea trebuie neleas complet i corect de funciunile de
vnzri, marketing, market reaserch i corelat cu iniiativele
operaionale care vor aduce succesul.
Asta presupune dezvoltarea de produse i servicii noi, perierea
portofoliului existent, nelegerea n detaliu a pieelor i a
clienilor de care organizaia are nevoie.
Trebuie stabilit clar unde se vor concentra eforturile de
dezvoltare, ce va aduce creterea necesar i care sunt
difereniatorii eseniali fa de competiie.
Creterea profitului
Vremea btii n preuri i a ofertelor de discount-uri
aiuritoare i denate n sperana c vei birui competiia, dac
a existat vreodat una n vnzrile business to business, a
trecut.
Aa c trebuie pus burta pe treab i gsite modaliti de
mbuntire a margin-ului, de scurtare i eficientizare a

procesului de vnzare, de inventarea unor sisteme de bonus

care s susin performana excepional fr s premieze
concomitent contemplarea sau lipsa de implicare.
Alergatul numai dup volumul de vnzare, caracteristic
managerilor care nu au experien, cunotine i viziune va fi
nlocuit de cutarea combinaiei optime ntre volum, valoare i
relaii pe termen lung.
Creterea aportului vnzrilor prin call center
Vnztorii la telefon ar trebui s ctige teren odat cu
schimbarea obiceiurilor de informare sau cumprare care
aduce clieni mai muli, mai sofisticai, dispui s achiziioneze
fr s mai fie nevoie de o ntlnire fa-n fa.
Asta nseamn c oamenii care dau telefoane de vnzare sau
de stabilit ntlniri ar fi bine s fie integrai n echipa de
vnzri, antrenai s ncheie tranzacii orict de complexe.
Outsourcing-ul acestei activiti va scdea dramatic n rndul
companiilor care neleg c vnzarea este parte integrant
din core business indiferent ce produci, dezvoli, desenezi,
inventezi sau implementezi.
Profesionalizarea managementului
Din ce n ce mai puine organizaii i vor permite s
funcioneze cu un manager de vnzri care este prelungirea
inutil a telefonului CEO-ului sau secretara acestuia care doar
ntocmete rapoarte, situaii i deseneaz power point-uri care

stabilesc cine-i vinovat pentru insucces, ca apoi s creioneze

planuri de redresare complet nerealiste.
eful vnzrilor ar trebui s tie cu procesul, cu sistemul
informatic care susine vnzarea, cu coachingul, trainingul i
mentoringul oamenilor din subordine, cu excelena n
construirea experienei clientului i cu gestionarea comunicrii
interdepartamentale n special cu marketingul dar i cu
zonele puternic ineriale (de suport).
Training pentru vnztori, mai mult i mai detept
Dup ani de restrite revenirea la sentimente mai bune fa de
mbuntirea abilitilor vnztorilor este mai mult dect
necesar, este vital. Exist oameni n poziii de entry level
crora nu li s-a spus nimic nici despre produse i servicii, nici
despre abilitile de vnzare nainte de a fi trimii la lupt.
Vnztorii vechi au fost lsai de capul lor de ani buni i au
nceput, ncet i sigur, s se deprofesionalizeze i s cread
fr rezerve n propriile scurtturi i reete tranzacionale care
sunt doar excepii (ne)fericite.
Nu-mi imaginez c numrul de edine de nvare n sala de
curs pentru vnztori va crete spectaculos, ci c se va cuta
combinaia optim ntre curs, e-learning, studiu individual plus
debrief-ul nvmintelor cheie n echip , coaching i
mentoring.
n ceea ce privete training-ul propriu zis cred c vor da
rezultate programele holistice care mbin procesul de

vnzare, abilitile, modalitile de gestionare ale plniei de

prospectare i tehnicile de influenare ale procesului de
decizie al clientului.
O segmentare mult mai precis a pieelor
Nu n ultimul rnd este absolut necesar o segmentare ct mai
precis a pieelor int pentru a exista capabilitatea de a livra
soluii i produse care s rspund ct mai exact nevoilor
specifice ale fiecrui segment i de a comunica precis i la
obiect valoarea pe care compania o ofer pieei.
Vestea proast este c atomizarea segmentelor de pia, care
rspunde nevoilor departamentului de vnzri, va pune
presiune pe oamenii de la marketing i cei de la market
research s in pasul cu solicitri noi i mult mai complexe de
a genera i difuza coninut.
La fel ca n orice domeniu de activitate progresul nu mai vine
folosind aceleai tehnici nvechite, atitudini mbcsite i
mbrnceli tranzacionale ale vnztorului de cartier.
Semizeus va fi nevoit s decid dac poate s colaboreze cu
un director de vnzri adevrat care-i tie meseria dar are
atitudine i nu poate fi ndoit cu mainaiuni politice dar va
aduce rezultatele dorite sau va continua s se mulumeasc cu
ce are, o secretar n costum de manager de vnzri.
Este nevoie de mai mult transparen, disponibilitate de a
colabora, de a rezolva btile de cap ale clientului existent sau
potenial.

Pentru asta vnztorii i efii lor trebuie s nvee permanent

despre soluii noi, abiliti, procese i s neleag n toat
complexitatea lor cerinele i dorinele celor cu care-i propun
s lucreze. Dac vor s vnd mai mult