Marketing and sales teams work hand in hand to achieve goals. Tracking incoming leads, conversions, sales numbers, customer conversations, etc. are the heart and soul of any business, especially the marketing and sales team.
As technology has advanced, businesses have started investing in tools that add more to the technology they already use.
For example, CRM is something that businesses use to store and analyze customer data. But when it comes to analyzing team productivity or visualizing data, CRM has long and time-consuming processes. However, you will learn how to eliminate this complexity with one click later in the blog.
As we know, customer location details are important. Location details play an important role in introducing the product/service or contacting the customer. This data is not just latitude and longitude, but a storehouse of information.
Marketing people will take this tweet seriously.
Marketers can do a lot with the data, such as analyzing campaign performance across regions and countries. Marketers can use location data to see which campaigns are performing well in different areas and learn more about engaged audiences, such as where they’re from and more. This can help them make important short-term and long-term decisions.
MappyField 365, a mapping tool for Microsoft Dynamics 365 CRM users, can help you map location data. This is not it. This tool can do a lot for your marketing and sales team. So let’s get started.
For example, ACX is a pharmaceutical company that uses Microsoft Dynamics 365 CRM and is integrated with MappyField 365. This blog explains how MappyField 365 helps their marketing and sales team overcome challenges.
Statement of the problem.
Prior to the MappyField 365 integration, ACX Pharma’s Head of Marketing Carol often complained that it was difficult for her to analyze leads as the company began to attract more views and eventually the number of leads increased. He found it difficult to find which data was important or relevant to his next action. He felt lost and required better analysis and insight to run his next campaign.
He would manually analyze leads in CRM, create a marketing list based on that analysis and share it with the sales team. He was not happy with the result because he lacked insight into the regions that were attracting more leads and which region could be their next gold mine.
Carol knew the power of location intelligence and how it could help change a location from a challenge to a competitive advantage.
He integrated MappyField 365 with their Microsoft Dynamics 365 CRM. He began using MappyField 365 to harness location-based data by geographically plotting relationships, trends, dependencies, and patterns on a map. So basically, the Dynamics 365 map turned data into powerful information that has the potential to solve his problems.
Carol and the team often plan campaigns based on customer income or segment contacts by physician and pharmacist, or physician specialty, etc. But before MappyField 365, they faced challenges when documenting or visualizing data.
They often find it difficult to find answers to these questions.
- Where are customers, distributors or prospects located?
- Are there gaps in sales coverage?
- Does the distribution channel match the customer’s needs?
- Are there developing regions to establish a new outlet?
- Which regions to target in their next marketing campaign?
- Are there risks associated with those regions?
- Are there cross-selling opportunities?
MappyField 365 was the answer to all his questions. Now he was able to visualize all the customers, prospects, etc., on a map. The data helped them to better visualize the regions that could be their next target and all the necessary information about the contacts they are targeting.
Once he was ready with the target audience, he filtered the contacts he wanted and built a marketing list out of that. It had a list of contacts to approach as part of their campaign.
Carol assigned the marketing list “Regional Marketing List 01 – US” to Olivia, the sales manager at ACX Pharmacy. He explained the agenda for targeting those contacts. Olivia opened the marketing list and mapped all the contacts on the marketing lists.
Olivia’s reason for building a map marketing list was completely different than Carol’s. MappyField 365 gave Olivia an idea of how many contacts in which territory, how many sales agents would be needed to cover the marketing list, and more.
Once the sales manager had analyzed all the aspects, he assigned those contacts to different sales agents. Let’s say the marketing list consisted of 200 contacts, and Olivia had assigned 10 contacts to each of the 20 sales agents on her team.
The map improved visualization and made it easy for Olivia to assign contacts to sales agents one-by-one or by area/region/drawing/etc. Once this was done, he could view all accounts assigned to any user (sales agent) at any time.
He then created routes for the sales agents, selecting start and end locations. The route could be shared with the relevant agents so they could go about their day.
The route optimization feature used location information to map the best route to meet customers. MappyField 365 saved sales agents time because they didn’t have to spend hours on Google Maps trying out different routes. It helped with traffic patterns, speed limits, meeting time and length, finding gas stations, and more.
Better route options not only saved their time, but also saved sales agents from the frustration of waiting in traffic for hours. Agents were able to offer better customer service by responding to urgent requests in a timely manner. The company saved on transportation costs as fuel consumption was reduced as more time was spent on sales and less time was spent on travel.
Sales agents use the Dynamics 365 mobile app to view the route and their assigned contacts. But this app had limitations. Olivia couldn’t track her teams because it didn’t have advanced features like live tracking and automatic login/logout.
But MappyField 365 had a solution for that.
Olivia started creating daily schedules for her sales agents in MappyField 365. He created an itinerary linking all the places they needed to visit in a day and shared it with the respective field agents.
This feature is called visit scheduler, where managers create and assign schedules to their team members.
Before using MappyField’s mobile app, agents often forgot to log in, set the meeting start time, or the meeting start time. Thus, it became difficult for them to prove that they participated in the meeting.
But with live tracking, automatic check-in and check-out features, keeping track of appointments was no problem. The application tracked the live position of the field agent. When a field agent has activated live tracking, the app helps them check in and out (automatically when they are within a radius of a customer’s location or when they leave a customer’s location), track the number of customers visited and the total. meeting and travel time.
All of these meeting times are listed in MappyField 365 and are also visible to Olivia. Furthermore, the agents added meeting notes so Olivia could see them in real time. The MappyField 365 mobile app made resource productivity tracking much easier for managers.
Managers had all the answers to the questions below because of MappyField.
- Did the sales agents take the route that was intended for them?
- How many stops/breaks do the sales agents/drivers make for a snack/drink?
- Were there any unforeseen circumstances, such as traffic, that caused delays to the plan?
- How much total time was spent on the meeting and travel?
- How long does it take to deliver orders (medications) at each stop?
With the help of MappyField 365, managers had accurate data automatically collected by the tool to help them create a solid plan.
So Carol and Olivia use and use MappyField 365 every day. They noticed that they were able to work smart and their strategy brings the desired results. Their agents worked without any worries as they had optimized routes to navigate throughout the day. Agents also had some other amazing features like POI, proximity search, etc. Moreover, all these were available in their preferred language. MappyField 365 ensures that language is never a barrier to its full use.
As a business, ACX Pharmacy was able to:
- Provide excellent customer service
- Respond effectively to delays or real-time issues
- Review daily performances with accurate information from MappyField
- Improve future operations and performance
- Create realistic and accurate route plans
- Reduce transportation costs
Like Carol and Olivia, make MappyField 365 the best companion for your marketing and sales team.
Contact our team [email protected]or simply click the button below for a live demo to see MappyField 365 in action.
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