20 May 2022

Accelerated revenue with Dynamics for Sales

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Written by IncubXperts Admin

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If sales were simple, then every seller and every sales organization would be successful. But there’s more to it, especially in the current landscape.

We’re seeing a fundamental shift in the way customers want to engage—instead of relying only on direct contact with sellers, customers more frequently use digital channels to get answers to questions and even to make purchasing decisions. The seller is moving from guiding every step of the sales process to being a trusted advisor. To fill this role, sellers must regroup and look for other ways to make a difference to their customers.

Neil Patel

One way is through understanding the complete 360-degree view of the customer.

The seller is not limited to just information from their automation system but can use data and insights on customers from across the organization. A 360-degree view provides a way to optimize the limited time a seller has with a customer and to engage them better for a greater chance of success. But sellers today are suffering with digital overload from various systems that draw focus and time away from their customer engagements. How do we help sellers focus on revenue generation?

Adding value with Dynamics 365

The cutting-edge AI and collaborative capabilities of Microsoft Dynamics 365 Sales enable sellers to learn from customer history, access information from external data sources, and get next best actions to take—all within one tool, all within the sellers’ control.

The AI capabilities in Dynamics 365 Sales are a seller’s superpower. Sellers see, and can act on, suggested actions and collaborate with colleagues all within their flow of work. AI assists in that flow of work, identifying and suggesting actions, but the seller is in control on what to do next.

Sellers and managers can be proactive and drive successful deal closures with prioritized AI driven recommendations on at-risk or stalled deals. Sellers can see account relationships that are at risk—not just customers with active deals.

Through Dynamics for Sales, sellers can accelerate revenue in these four ways:

  1. Allow real-time call insights to drive better call outcomes. Conversation intelligence uses analytics and data science to help a seller be more efficient and productive. Calls are recorded and analyzed in real time with key insight and committed actions generated in the call conversation. We even programmatically generate meeting summaries to save time in capturing the outcome of a call.
  2. Enable sellers to collaborate more effectively in the moments that matter. Sales is a team sport. Sellers need to access subject matter expertise in the context of a deal, collaborate with account teams across the globe, and share artifacts with customers throughout the sales lifecycle. With Dynamics 365’s embedded chat functionalities, you can collaborate with stakeholders directly. This allows you to use Dynamics 365 data as an organizing layer for your collaboration activities.
  3. Help sellers prioritize activities that will have the highest impact. Dynamics 365 for Sales 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.
  4. Help sellers focus on the leads and opportunities that are most likely to close. Predictive lead and opportunity scoring uses machine learning models, which are designed to help a seller prioritize and identify records which require immediate attention. With effective prioritization sellers should be able to quickly tackle the right leads and opportunities to increase conversion and close rates.

Basically, digital selling is here to stay.

With conversation intelligence, sales accelerator, and lead and opportunity scoring, sellers get best-in-class AI capabilities to remember the actions they have committed to, summarize meetings, and help prioritize their worklist. All of this helps your sellers to be more productive and save time by removing manual effort, spending more time selling.

IncubXperts are excited to share this update and encourage you to switch to these Dynamics 365 Sales capabilities to take your business to the next level.

You can also go through our Case Stories to see how we make Dynamics 365 work for our clients.