Dynamics 365 Sales

Improve sales productivity and remote selling with Sales accelerator

Sales leaders face an unprecedented challenge to meet increasingly demanding buyer needs, all while managing the limitations of a world restricted by COVID-19. According to Gartner, “Before the pandemic, about 46 percent of a B2B sales rep’s time was spent either with a customer or at that customer’s work premises.” While the responsibilities of sales teams remain largely the same, the mechanisms that teams leverage to capture interest and build relationships has been forced to evolve.

Accelerate success with digital sales tools

The immediate reality is that virtual engagement will saturate nearly every sales playbook in the near term. Sales organizations that learn to leverage their digital arsenal and effectively build customer relationships will fare better than those that struggle to adjust to this strikingly virtual world. Although there is immediate pressure to digitally adapt your sales organization, this evolution will lay the foundation of sustained advantage—equipping teams with the power to leverage data and digital tools to drive improved seller and customer experiences.

Like the organizations we serve, Microsoft has been forced to confront this situation head-on. Thanks to a mature deployment of Microsoft Dynamics 365 Sales and Microsoft Dynamics 365 Sales Insights, Microsoft Digital Sales has been able to scale for increased demand. When people had to quickly adjust to COVID-19, Microsoft sellers were able to continue supporting customers without disruptions, helping those in critical roles—from medical centers to educational institutions and researchers to suppliers of essential goods—forge ahead and accelerate key digital initiatives.

Microsoft’s CVP of Commercial Sales highlights how his sales teams have tapped into Dynamics 365 to drive improved sales engagements, sharing how “in the past, we faced the challenge of serving customers and building strong relationships at scale. How could we help our sellers reach more customers remotely, yet keep their conversations contextually rich and personalized? The AI features of Dynamics 365 were key to answering that challenge.”

Since Microsoft deployed Dynamics 365 to its Digital Sales team, revenues for that segment have risen consistently for the past three years and have reduced the cost of sales by 10 percent. Most importantly, Microsoft is providing its customers with a personalized experience at scale.

Sell smartly and increase sales productivity with Sales accelerator

The Microsoft Digital Sales team leverages the recently deployed sales accelerator, an AI-powered workspace in Sales Insights that helps sellers close deals faster. Sales accelerator cuts through complex to-do lists and channel noise to surface priorities. “Our sellers face the challenge of balancing their time between the many tasks they have to do to stay on top of customer needs, actioning marketing leads, developing and closing deals, and handling administration,” says Justin McCarthy, a Senior Director of Digital Sales on the Europe, Middle East, and Africa (EMEA) team. “The AI sequencing in sales accelerator helps us prioritize and reach as many customers as possible and deliver on our mission.”

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Comments (3)

  1. Pablo Villalpando
    December 9, 2019

    SEO is always changing so leaving the strategy and tactics to Onum has more than paid for itself. We estimate ROI is over 10 to 1 – I can’t say enough about this team.

    • Pablo Villalpando
      December 9, 2019

      Onum has been extremely consistent and reliable through our entire engagement. Our results speak for themselves.

  2. Pablo Villalpando
    December 9, 2019

    It also gives you insights on your market’s behavior such as location, times of activity, frequency of searches, technologies used, product preferences, etc.

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