Microsoft helping business turn relationships into revenue

September 28, 2018 3:00 pm

Good salesmanship has always relied on key strategies such as KYC, know your product, and anticipating rejections with rehearsed repartees that sound totally natural, and logical.

But sales modus operandi of the good old days, though still relevant, has witnessed a major shift. Today’s customers are connected via mobile devices, plugged into their social network, and doing their own research.

It is now imperative for sales teams to personalize every interaction based on customer needs and intent.

‘Microsoft Dynamics 365 for Sales’ is a powerful new tool that better understands customer needs, engages more effectively, and wins more deals.

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What is Dynamics 365 for Sales?

Dynamics 365 for Sales empowers your sales team to engage with actionable insights from Dynamics 365, LinkedIn, and Office 365.

Enable smarter selling with embedded insights.

Sales force automation (SFA) is rapidly evolving into an essential seller empowerment tool using data-driven technologies. Today’s SFA solutions better utilize analytics and AI to improve seller responsiveness.

The Harvard Business Review (HBR) said in a study that 75% of organizations believe AI will substantially transform their companies within 3 years.

American research company Forrester says insights-driven public companies will grow an average of 27% annually because they harness and implement digital insights.

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Empower sellers to build relationships with authentic and personalized engagement

Relationship selling requires a unified view of relationship data which is typically scattered across CRM systems, social networks, and productivity systems such as Office 365.

Trust and personal relationships were the top two reasons cited by B2B buyers for doing business with a vendor, according to LinkedIn.

Sales organizations that provide personalized offerings are converting sales 2x to 3x times faster than those that do not, according to the Boston Consulting Group (BCG)

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Boost seller productivity with seamless tools

A shift to focus on providing seamless tools that guide toward optimal outcomes will help sales teams regain focus — and sales momentum. Global management consulting firm Accenture reports 59% of sellers say they have too many sales tools, and distractions reduce seller performance by 14%.

Accelerate sales performance with insight-driven decision-making

Often, sales managers rely on instincts or default to a reactive mode when making decisions. But in high-performing organizations, sales managers are turning to analytics and AI to proactively prioritize which deals to address and which sellers to coach without needing to be personally involved in every deal, every call, and every meeting.

Almost 75% of sales organizations waste resources due to random and informal coaching, according to CSO Insights, a proven source for sales research, data and expertise. It said organizations implementing formal coaching had 28% higher win rates, and when sellers received coaching, quota attainment increased by 10%.

“Mediocre performance by a majority of sales reps cost companies 3.2% in potential revenue, but that could be secured through a combination of enhanced training, technology-enabled sales tools, and better use of data and analytics,” says Accenture.

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AMEinfo Staff
By AMEinfo Staff
AMEinfo staff members report business news and views from across the Middle East and North Africa region, and analyse global events impacting the region today.