A billion dollar business has been able to demonstrate a 39% improvement in win rates with the average deal size increasing by 36%.
Grant Thornton LLP is the U.S. member firm of Grant Thornton International Ltd., one of the world’s leading organizations of independent audit, tax and advisory firms. Grant Thornton has revenue in excess of $1.3 billion with more than 500 partners and 6,000 employees and has seen some incredible results. One of its key goals as a business was to increase team collaboration among its sales associates.
Grant Thornton chose Microsoft’s Sales Productivity solution over Salesforce.com to enable the firm to offer its clients something the competition cannot — personalised service and closer relationships.
Customers are already benefiting from the power of Microsoft Dynamics CRM Online with Office 365 and Power BI analytics. Businesses are choosing Microsoft Dynamics CRM Online over competing vendors for its ability to work seamlessly with Office 365 along with its world-class and intuitive process-driven user experience and real-time insights through easy-to-use tools that empower users to get the answers they need.
With Microsoft CRM solutions in place, Grant Thornton has seen a 700 percent increase in the number of contacts in its system over the legacy solution and a 450 percent increase in the number of opportunities.
That translates to five-and-a-half times more deals managed in the firm’s system. With Microsoft, Grant Thornton’s sales teams are able to easily identify trends affecting their customers so they can proactively reach out to them.
The sales teams’ pipeline has increased, their win rate is 39 percent higher and, most impressively, their average win value has increased by 36 percent. Not only are they closing more deals, those deals are significantly larger.
These insights into client demand “make very smart people even smarter, which creates a more personalised client experience,” said Rick Stow, head of Client Relationship Management at Grant Thornton.
Contact me to find out what a CRM system can do for your business.
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