Overview
Selling to customers today is about building and sustaining relationships. Many times, you hear this referred to as relationship selling. Relationship selling is about helping sellers to find the right people to market to, and to build strong relationships with them from the beginning. Good Relationship sellers prioritize their connection with the customer over all other aspects of the sale. They develop trust by adding value and spending time with prospects before attempting to close. They consider all factors when determining whether they should move forward with a company.
As sales agents, you want to ensure the customer sees you as a trusted advisor that adds value. This might include reaching out with helpful suggestions, sending them links to relevant content, or making a valuable introduction. It's also important that we understand their current situation. What are their business challenges, objectives, metrics, qualifying characteristics, and goals? After you have a good understanding of who they are, provide them with personalized recommendations. Take what you know about them and deliver suggestions. Back up your recommendations with examples of customers who were in similar situations. Even after deals are won, don't disappear from the customer's life. It's important to always be looking for reasons to reach out every few months or quarters.
Accomplishing this can be a challenge. How do you identify the best leads and opportunities to engage? After you have a customer, how do you know if you're maintaining a solid relationship where they see you as someone they can trust?
Microsoft Dynamics 365 provides tools that can help build long term relationships with customers. Dynamics 365 Sales Insights, which takes advantage of the power of artificial intelligence, helps to guarantee that sellers are always using the best play based on the deal type and building a strong customer relationship over time.
Dynamics 365 Sales Insights: Helps sales professionals to build strong relationships with customers, take actions based on insights, and close sales faster. Sales Insights includes:
Relationship analytics: Gathers relevant information from throughout the Dynamics 365 database to create a graphical display of key performance indicators (KPIs) and activity histories.
Predictive lead scoring: Helps you to focus on revenue generation efforts by providing scores to prioritize efforts on quality leads.
Predictive opportunity scoring: Helps you to focus on revenue generation efforts by providing scores to prioritize efforts on quality opportunities.
Notes analysis: Monitors notes that you enter regarding a recent meeting or discussion with your customer to provide intelligent suggestions.
Talking points: Displays topic ideas such as sports, vacation, family, and entertainment, to help you start a conversation with your customer.
Who knows whom: Provides details such as names and email addresses of your colleagues who know a lead that you interact with.
The Sales accelerator
The Sales accelerator in Dynamics 365 provides a tailored experience for sellers by minimizing the time they spend on their search for the best next customer to reach out to. The Sales accelerator gathers information from multiple sources and lets sellers focus on how to best approach their customers. It helps sellers to sell smartly, by building a strong and prioritized pipeline, offering context, and surfacing automated recommendations throughout a sales sequence that helps to speed the sales process.
By using the Sales accelerator:
Sellers can prioritize their customer list in a fast and easy way by using an intelligent work list. The work list helps sellers reach out to the next best lead or opportunity by displaying relevant sales information and customer context that's available immediately, which helps make every communication more successful.
The sequence designer allows you to create and manage your own sequences.
Sales managers can use the sequence designer to configure sequences of activities that define steps to help sellers:
Prioritize their activities for the day,
Be productive in their jobs,
And focus on selling.
Take advantage of the power of your network
LinkedIn Sales Navigator for Microsoft Dynamics Unified Interface creates a seamless experience between Sales Navigator and Dynamics 365, empowering sales reps to get customer insights and recommendations directly from any Dynamics 365 Unified Interface form.
With LinkedIn Sales Navigator integration, sellers can:
Get headline information, recent activities, news, and job changes when viewing the customer record in Microsoft Dynamics.
Use icebreakers to identify commonalities between you and your prospects.
Ask for an introduction to the lead from anyone within their network or anyone in your organization who might be connected to the lead.
Get one-click access to LinkedIn InMail and increase your probability of reaching your buyer.