Geoff Ables presented two sessions at the CRMUG Q2 2018 event in Irvine, California – “Rapid Sales Process Design,” and “XRM Is Dead – Long Live XRM!”
Geoff Ables, C5 Insight Managing Partner, was the featured speaker at the recent CRMUG event in Irvine, California where he presented two sessions. The first presentation, “Rapid Sales Process Design,” was a non-technical session for sales leaders and administrators interested in learning how best-in-class sales teams design sales processes to align with their buyers’ processes. Ables elaborated on defining a sales process and refining existing processes. He also provided tips for getting the sales and customer support team to adopt a sales process and a template for expanding the process beyond the basics.
Ables said, “If you want your sales team to increase deal size, decrease sales cycle length, improve your win rate, avoid letting valuable opportunities slip through the cracks, have meaningful forecasts, and be able to improve sales continuously, then you need a sales process that is unique to your organization and then map it to your CRM solution.”
Ables also presented the session “XRM Is Dead – Long Live XRM!” In this session for visionaries, administrators and others who want to do more with Dynamics 365 he explained new ways of extending Dynamics 365 functionality with new tools like Flow, Power Apps, Forms, Power BI, and SharePoint. Attendees took a tour of the many options available and did some group brainstorming of opportunities for their organizations to explore. Ables also went over some real-life XRM scenarios.
Ables said, “Although creating eXtended CRM (XRM) applications has always had potential, it brought many problems, such as user complexity, frustrating limitations and difficult IT support. Because of this, many companies abandoned early attempts at XRM applications. Now with Office 365, comes many new tools and extending Dynamics 365 with citizen developers is more alive than ever before.”
Ables is the author of “The LUCK Principle: Business Results at the Intersection of People & Profit.” In the book he teaches how to harness the power of people, process, and technology to transform a business into a digital workplace that balances a people-first culture with bottom-line results. The book is available in both paperback and Kindle versions on Amazon at https://www.Amazon.com/dp/B01N0QW5H4.
Geoff Ables, C5 Insight Managing Partner, is a best selling author, speaker and entrepreneur. He has over 20 years of consulting experience on topics including the future of work, digital disruption, customer relationship management, social collaboration and big data. Widely regarded as a thought leader on customer and employee engagement, his insights have been seen and heard in dozens of global venues. He founded C5 Insight in 2002, and has consulted with hundreds of companies in a broad range of industries. The firm has twice been named to the Inc. 5000 list of fastest growing companies.
For more information about Geoff Ables and C5 Insight, visit
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