crm

Enhancing Customer Engagement with Digital Transformation in Sales

Ajith George

Customer engagement for a sales organization is more than an influential action initiated by communication – it’s the cycle of everything that happens between personal and digital encounters. Customer engagement demands an organization-wide allegiance to building meaningful connections, establishing relationships, and nurturing those relationships to institute trust. Customer engagement drives every interaction, every process, and every decision—and it’s the key to driving sales.

 

Leaders across multiple industries ranked customer engagement the #1 driving force behind sales versus tactical drivers like automation and productivity

 

The top-performing sales organizations are leveraging digital transformation to unlatch greater revenue growth. They understand the need for technology to fully apprehend customer engagement, and they seek technologies that continually help them evolve their customer engagement capabilities.

 

Digital Transformation and Revenue Growth

To drive customer engagement, many sales organizations are embracing technology to some extent. Where they are in their digital transformation journey varies, depending on their views and behaviors regarding technology adoption.

Digital transformation in Sales

  • Skeptics: Organizations that have yet to begin a digital transformation journey are embracing technological tools that — while may seem rudimentary — are invaluable to their sales teams.

 

  • Followers: As organizations begin to evolve on their digital transformation journey, they look for technologies that will allow for deeper engagements. They start to see the benefits of moving beyond introductory tools and adopting technologies like customer relationship management (CRM) tools to increase productivity, reimagining the capabilities of their sales teams

 

  • Strivers: Organizations who reach this point in their digital transformation journey are committed to evolving their customer engagement capabilities. This is where organizations start to see a cultural shift in the way they view and approach technology, with sales leaders prioritizing digital transformation as an organization-wide initiative—garnering support from the top-down.

 

  • Drivers: Sales organizations in this stage know there is no definitive end to the digital transformation journey. Drivers constantly experiment with advanced technologies and seek every opportunity to engage customers and gain a competitive advantage. Even when technology fails them, they continue to invest and experiment.

 

Turns out that there may be a direct correlation between digital transformation and revenue growth.  You’ll see in the following graph that organizations from the May 2016 Microsoft survey identifying as technology Drivers enjoyed a 50% increase in revenue growth:

Digital transformation in sales_2

Digitally transforming your sales organization is an evergreen journey. It’s an ongoing process that needs to become part of your organization’s culture, and it requires commitment and initiation from sales leaders.

 

To see how Microsoft Dynamics 365 for Sales, part of the next generation of business applications from Microsoft, can help your organization successfully navigate transformation, take this free readiness assessment: https://www.sysfore.com/sysfore-D365-offerings.aspx

 

Learn more about how your organization can pursue service innovation with Dynamics 365. Contact one of our experts today and to learn how you can implement Dynamics 365 in your organization and find the perfect solution for your business. Write to us at info@sysfore.com or give us a call at +91 (80) 4110 5555

How to tackle the 4 common pain points for sales with Dynamics 365

Ajith George

As a sales head, sales manager, VP or director, you might be wondering

“what is stopping your sales experts from getting new business?”

“Is my team reaching their full potential?”

“What is stopping them from being more productive or closing more sales?”

 

Like numerous business software, a CRM platform can create vital positive changes for its users. Employees need to adapt to the modern CRM systems to get the best return on investment possible.

With that in mind, let us talk about the common pain points for salespeople and how to overcome them.

A lack of understanding and planning

To make the most of CRM, an in-depth comprehension of the entire sales process – from initial contact to the final payment from a customer is necessary, even if a company is using CRM software for the first time or switching to a new system.

Dynamics 365 might not be a cure for all. But, it can turn piles of data into actionable information.

When CRM is used in sync with an effective system, it helps turn piles of data into actionable information and allows users to take better and prolific actions. Dynamics 365 should be viewed as an acolyte of success, not as a covering for inefficient recordkeeping and training, to be unquestionably useful.

Only using traditional measures

In-depth analysis of sales data would require a significant amount of time and labor when done manually. Dynamics 365 does the reporting, allowing users to concentrate more on the major element of their job.

Instead of simply recording sales results, businesses can track communication with prospects and existing clients on the departmental and individual levels.

With this wide-ranging approach to measurement and tracking through Dynamics 365, it’s easier for a company to correct faults and redundant processes.

Not emphasizing customer experience

Dynamics 365 can offer customer-facing advantages if leveraged properly.

Businesses that are too focused on internal improvements can overlook the importance of better interactions with clients and all of the associated advantages.

Through the more involved tracking of customer history, attributes and activity, it’s easier for sales teams to offer relevant information that spurs a new sale or simply keeps customers engaged.

Not placing enough value on vendor quality

The right Dynamics 365 partner will help an organization throughout and after the implementation process.  A top vendor draws on past experiences to help suggest improvements to the software and offer advice to help make implementation as easy as possible.

Poor vendor selection as one of the top reasons for the failure of a new software system

The best vendors will be able to objectively demonstrate why Microsoft Dynamics 365 for example, offers specific advantages that will benefit operations at a specific business.

 

MS Dynamics 365 for Sales is adaptable, versatile, extensible and scalable. It gives smart bits of knowledge to help sales representatives offer more in less time, wiping out a significant number of the diversions that can shield deal experts from concentrating on their actual needs. In short, MS Dynamics 365 can enable you to develop your business and increase your profitability by closing deals faster and more efficiently while simultaneously nurturing your relationship with each customer.

Contact one of our experts today and we will help you find the perfect solution for your business. Write to us at info@sysfore.com or give us a call at +91 (80) 4110 5555.

The Winning Combination – Dynamics 365 and LinkedIn Sales Navigator

Ajith George

As Microsoft continues to position itself as THE leader in the business apps ecosystem, one of the devlopments that stands out as a source of great excitement for all Dynamics users is the new integration with LinkedIn Sales Navigator

The acquisition has brought new and exciting opportunities for the Sales users within Dynamics 365 via Sales Navigator.  Finding the right firms that you want to do business with and effectively managing those opportunities within Dynamics 365 is more powerful than ever.

To improve performance and productivity, social selling is integrated with the sales pipeline. With data from LinkedIn Sales navigator embedded right into your dynamics 365 (CRM), users can carry out sales process and customer prospecting without interrupting their workflow.

 

Key Features Of Sales Navigator

  • LinkedIn Interactions

All the premium linkedIn features like inmails, messages and sending a connect request are all available within Dynamics 365. Latest leads and account updates including profile updates, job changes, shares, and news are also available within Dynamics 365.

  • Lead Recommendations

Sales-specific search tool is available within the application which allows a salesperson to discover new leads new leads directly from within CRM by utilising the extended LinkedIn network.

  • TeamLink

TeamLink is a feature in Dynamics 365 which lets the user to view if anyone from their company or connections is connected to the prospect.This is referred to as Out-of-Network Unlocks and is included in one of the premium memberships for Sales Navigator.

  • Work Anywhere

With Microsoft’s strategy of Mobile first and cloud first, Microsoft Dynamics 365 application is accessible via mobile apps.

  • Sales Insights

For effective selling, Dynamics 365 offers insights from buyer personas and user activities on LinkedIn. Sales Navigator also helps the sales team to stay updated and informed about the prospect by providing insights and information in real time.

Also read: D365 v/s the rest

LinkedIn sales navigator and Dynamics 365 is the ideal mix for B2B sales. The Dynamics 365 sales workflow begins with prospecting at the lead level and then qualifying it as a pursuable opportunity. The Sales Navigator comes in handy during the opportunity pursuit by leveraging your own or your team’s connections with the influencers at the target account.

That doesn’t mean that Sales navigator is not applicable for B2C, PayPal is the prime example of a B2C company using this winning combination for success.

Contact one of our experts today and to learn how you can implement Dynamics 365 in your organization and find the perfect solution for your business. Write to us at info@sysfore.com or give us a call at +91 (80) 4110 5555