Transform your selling and win more deals with Microsoft Dynamics 365 Sales Insights

It’s getting harder these days to uncover and get in front of new prospective buyers. Not only is there an increase in your competition but there has been a shift in buying behaviours and of customer expectations. Today’s buyer will do a vast amount of research online before engaging with a seller.  The likelihood is that they are 60%-70% down the road of their buying journey before they get in touch.  

When your hard work pays off and you succeed in capturing a prospect you want to give yourself the best chance of closing that business. Being proactive and anticipating next steps, building trust and stronger relationships with prospects, identifying opportunities and reducing risks are all key to staying ahead of your competitors and succeeding.

Due to the shift in buyer behaviour and customer expectations, sales teams need to work smarter not harder, and sales leaders need to have greater visibility of information. The challenges for many sales leaders revolve around monitoring sales performance, accurately predicting forecasts, building and expanding customer relationships, focusing on the right opportunities at the right time and making better decisions.

Most of this information and data sits in a Customer Relationship Management (CRM) solution (such as Microsoft Dynamics 365 Sales) and that’s where it stays. But what is the use of collecting and holding data if you don’t interpret and use it to your advantage? This is where Microsoft Dynamics 365 Sales Insights gives you that competitive edge.

Microsoft Dynamics 365 Sales Insights and Microsoft Artificial Intelligence (AI) capabilities are used to help build strong relationships with customers and deliver insights which will help you to effectively coach your sales team to make better, more productive sales decisions.

Relationship Analytics

What better way to increase your chances of a sale than by ensuring you have a great relationship with your customer? Relationship Analytics helps sales to manage relationships by analysing customer data and providing a graphical display of key performance indicators (KPIs). It answers critical questions such as:

• How good is your relationship with the customer?
• When was the last time you had contact with the customer?
• Which leads or opportunities should you prioritise?

Predictive Lead and Opportunity Scoring

Predictive Lead and Opportunity Scoring enable salespeople to focus on closing deals and generating revenue by scoring leads and opportunities based on historical information, including social media and the salesperson interaction. With this feature to hand, salespeople can easily identify which leads and opportunities to focus their time and effort that will result in closing deals quickly and hitting quotas.

Predictive Forecasting

In the past, companies have spent significant investments on forecasting systems and data scientists. However, this can now be a thing of the past by leveraging Microsoft machine learning driven predictive forecasting. It will help your organisation to forecast sales more accurately by analysing historical engagements and patterns, then predicting future patterns.

Who Knows Whom?

The introduction to a potential lead is arguably the most critical step in the sales cycle. For a salesperson it can be difficult trying to get a foot in the door.  Improve their chance of a positive outcome by using Who Knows Whom. Empower your salespeople to identify colleagues who know the lead, then contact them for help with introductions and improve the chance of closing a deal.

Transform the way you sell to customers and build long-lasting business relationships with the use of Dynamics 365, Office 365, LinkedIn, Microsoft AI capabilities and Microsoft Dynamics 365 Sales Insights.

I hope this article has given you a better understanding and importance to the use of Microsoft Dynamics 365 Sales Insights to help transform your approach to selling.

If you are looking to transform the way you sell and would like to discuss how you could benefit from implementing Dynamics 365 Sales Insights, please get in touch via our contact form. We will happily arrange a follow up call with a specialist or arrange a demonstration for you to see the full value of the solution.

Also, please keep a look out for future webinars on this subject, and many more. Check out our upcoming webinars here.

Author: Alice Walton  

Alice’s Microsoft Business Applications expertise spans nearly a decade. She has implemented Dynamics projects for customers in various industries and strives to add value to clients. Outside of work, Alice is an avid cyclist and loves to participate in triathlon and mountain bike events.