Sunday, February 14, 2010

Optimising MS Office – Using Outlook and Business Contact Manager to Boost Sales

Although many organisations already use leading software – many are unaware of the additional built-in features that are available to them which have the potential to streamline processes and activities within the business. MMC has the expertise and experience to show you how to optimise the use of the technologies you already have and our newsletter subscribers can look forward receiving this valuable information from us each month.

In today’s challenging economy, staying one step ahead of your competitor’s, means having a 360 degree view of every customer. Keeping track of what they purchased from you, when they purchased and when they are likely to purchase again, is imperative to enable you to build an accurate picture of each customer and ultimately enhance your ability to service their needs.

Microsoft Office allows for Small Business Contact Manager to be integrated with MS Outlook. This means that organisations can now easily manage contact and customer information, as well as track sales and marketing activities conveniently and accurately - in one place.

From Lead to Qualified Customer

Starting with an initial lead such as an email enquiry in MS Outlook for example, you are able to add this lead to a marketing list based on criterion such as Business Type, Business Size, Industry and so forth. Once the initial sales process has been executed and this initial lead becomes a ‘live’ customer, the built in ‘Sales Pipeline’ will be activated and you can begin up-selling and cross-selling your products and services to your qualified leads through automated newsletters and email updates.

Optimising your database in this manner means that synchronising MS Outlook with Business Contact Manager is ideal for:-

  1. Keeping in Contact – Regular prompts/reminders ensuring that you maintain regular contact with clients enables you to uncover new opportunities and remain ‘top-of-mind’.

  2. Identifying Key Customers – By grouping customers according to size, buying frequency/quantity and so forth, you are able to target key accounts for special treatment.

  3. Empowering your Sales Team – It is imperative for the sales person to be confident when speaking to a customer and this confidence comes from knowledge. By having all a customer’s details and history close at hand, the sales person reflects enthusiasm and care which is essential in maintaining good, profitable client relations.

  4. Organising your Customer Information in One Place – With the click of a button you have access to all customer contact information, source, status, sales, closing potential, email messages, phone-calls, tasks, appointments, documents and notes in one place, and all within the familiar look and feel of MS Outlook.

  5. Sharing Customer Information with Colleagues – You are able to provide employees throughout the network with secure access to customer contact and sales information. This is especially useful when ensuring inter-department accuracy in terms of delivery, follow-up etc.

  6. Staying Productive while on the Road – If you are not in the office, you can still update information on your laptop or PDA and synchronise new information with your office system when you return.
Personalising MS Outlook and Business Contact Manager for your Business

This article touches the tip of the ice-berg – and MMC is able to show you so much more. For more information or a consultation to assist you in developing this system around your individual needs, please contact Anthony Simons, our Business Intelligence Consultant telephonically on 021 530 1600, or via email at

No comments:

Post a Comment