Leverage the right tools for your sales challenges
Engaging with buyers who follow a nonlinear customer journey or managing a disconnected collection of sales tools can lead to internal silos, a lack of collaboration, and broken sales processes. Not having the right sales engagement solution in place can ultimately lead to lost productivity and revenue. For small and medium-size businesses (SMBs), these challenges may seem daunting. But with the right tools, they don’t have to be.
1. Meet customers at any point in the journey
More than 70 percent of buyers engage with sales people later in their customer journey, after they’ve identified their needs.
Buyers expect a sales process that can flex on their terms. They have a wealth of resources that help them decide what they want before ever talking to a sales rep. However, at some point along their nonlinear customer journey, they’ll be ready to engage with a sales professional to take the final steps toward a purchase.
Be ready to engage on their terms To gain and retain buyers’ business, sellers must be prepared to jump in anywhere along the customer journey and be fully equipped with context about their preferences and past interactions. The right sales technology can help you quickly understand and respond to buyers’ demands, whenever they choose to engage with you.
2. Implement seamless solutions
90% of sales leaders plan to invest in tech to help sellers engage with buyers more effectively.
The truth is that your sales team is likely overwhelmed by how many tools they have to manage. If those tools don’t work together seamlessly, sellers will be frustrated and more likely to abandon the technology.Get more done with a seamless, scalable solution Give your sales reps everything they need to do their jobs—including lead generation, pipeline management, coauthoring of sales documents, and more—in one place.
A cohesive solution that works seamlessly across mobile devices enables them to get more done, even while on the go. Leverage intuitive productivity apps and take advantage of automated tasks to give your sellers more time for building buyer relationships.
3. Enable sharing and collaboration
45% of global B2B services decision makers are working to improve collaboration between internal organizational silos to drive digital sales transformation.
Serving your customers and resolving their problems quickly requires sellers to communicate and act cohesively. Like any modern business, your sales organization relies on healthy collaboration—what makes teamwork tick—to promote efficiencies and drive growth through shared ideas and information. When your teams are geographically dispersed and your sales enablement technology doesn’t include familiar and intuitive productivity tools for email, document creation, or data collection, your team has to work a lot harder to work together.
4. Streamline engagement
Today’s purchase decisions (in a B2B buying group) involve an average of 10 people.
When sellers manage multiple accounts at once, they may not be able to deliver the level of personalized engagement their stakeholders expect. And when your sales team’s data passes through many disparate channels, it’s harder to track information and, ultimately, close deals.
Manage multiple relationships at scale In a multichannel world, it’s important to take a unified route to stakeholder engagement that enables sellers to connect with prospects in personalized, scalable ways. A sales tool embedded with user-friendly productivity tools allows teams to follow up with stakeholders faster and manage relationships with greater efficiency. Email integration can show you the most recent customer interactions.
5. Ease onboarding and alignment
60% of companies lack a well designed sales process.
The benefit of Dynamics 365 lies in its ability to be quickly configured to align forms to unique business processes. I was able to use CRM’s workflows and business rules to create a tool for our sales team that adds value by making it easier for them to do their job.
While the steps to close a deal will vary from account to account, your team may miss out on opportunities to close if they aren’t up and running from day one. Hiring rapidly and using a sales process that can be learned without extensive training become critical. Furthermore, if your sellers aren’t working from a tool with a single user interface (UI), they may not follow or be aware of the steps required to close a deal at your business.
6. Get holistic performance insights
75% of businesses recognize the value of data and aim to be data driven.
As your business grows, it can become hard to keep track of sales and sales rep performance. Competing priorities arise, and sometimes your team isn’t on the same page. Sales reps and leaders need to see how they’re performing against business goals in order to set objectives, make decisions, and maintain accountability. If your sales tools can’t measure and report on which types of customer interactions consistently convert to revenue or how to turn metrics into actionable insights that improve the sales cycle, your team could be missing the mark.
Optimize your team’s outcomes Get more value out of your sales engagement tools with a platform that can help evaluate your performance and sales cycle length for optimal outcomes.
Get a solution that scales with your business
Dynamics 365 for Sales integrates seamlessly with Office 365 and allows sellers to work from anywhere, boosting their productivity with familiar tools. With powerful insights and solutions built to evolve and scale with your goals and your Customers’ demands, you’ll know how and where to innovate—and close deals faster and smarter.