In the past, many sales organisations looked at customer relationship management applications simply as process-driven data repositories or systems of record. Sales reps spent hours manually entering data and had less time to build profitable relationships and actually sell. However, this approach has become increasingly untenable for businesses now that the norm is for savvy, modern buyers who expect sellers to engage with them in real time across almost every digital channel and platform.
Sales accelerator, a digital selling capability of Dynamics 365 Sales, helps sellers transform the way they work in today’s digital world. Instead of spending so much time on manual data input, sellers rely on the system to gather relevant information from multiple sources, create a prioritised pipeline, offer more context, and surface automated recommendations throughout the sales process. They’re also able to engage with customers on their preferred channels using integrated email and phone calling.
A typical seller starts the day working on multiple leads and opportunities, with several important tasks competing for their attention at once. With the sales accelerator, all the tasks and activities for their leads and opportunities that are due today, plus upcoming activities, are prioritised and organised in a work queue, enabling these sellers to be more efficient:
As sellers run through a long list of potential customers, they often struggle to gain a holistic view, including history of communications, customer needs, and special circumstances. However, having this type of view is necessary for crafting a relevant sales pitch that’s most likely to achieve a positive outcome. To address this issue, the sales accelerator helps sellers:
With sequences, sellers receive in-the-moment guidance toward the correct activity, on time, using an appropriate communication channel with the necessary content. Everyone on the team adheres to organisational best practices, while sales enablement managers are empowered to optimise sales practices for better outcomes through a frictionless cycle and can easily distribute sales strategies.
Sellers can communicate with contacts without leaving Dynamics 365 Sales, using integrated communications across multiple channels that leverage Microsoft Dynamics 365 Channel Integration Framework.
The sales accelerator is part of Dynamics 365 Sales Premium licenses. To get sign up and get started contact firstname.lastname@example.org