Sometimes, the difference between winning deals with your customers or walking away empty-handed involves one critical element – trust. If you haven’t earned your buyer’s trust, how likely are they to invest their company’s dollars in your product or solution? Not very.
In fact, as stated in LinkedIn’s The State of Sales 2017 report, “77% of buyers said they wouldn’t engage with a salesperson if they didn’t do the necessary homework to learn insights or knowledge about their business.”
That can make the roads to earning a prospect’s trust bumpy. If your client base is in the B2B space an average of 6.8 people will be involved in the decision-making process. That means you need to develop relationships with a broader range of prospects. Now, your road to earning that trust has now become bumpy and winding!
So how do you stay the course to overcome these challenges and build strong, deal-winning relationships?
Here are 3 ways to leverage Microsoft Dynamics 365 to improve your relationship selling swagger and grow revenue:
Eliminate the cold calls
With the integration of Dynamics 365 and LinkedIn Sales Navigator, you can now view LinkedIn Account Profiles from Navigator, all within the Dynamics 365 for Sales platform. So you can see people within your company who are connected to your customer contacts or prospects. By viewing prospects connected to colleagues within your company, you now have a clear path to a warm introduction. Say goodbye to those cold calls!
Connect with the right prospects
We already discussed how many people are involved in the decision-making process – 6.8 on average! That means you need to be branching out and making more than just one contact. With LinkedIn’s TeamLink, you’ll be able to map related leads within an account, enabling you to identify key stakeholders and develop a broader range of relationships. Plus, keep in mind that 20% of decision-makers change roles every year. The integration between Dynamics and LinkedIn enables you to keep track of pertinent job changes – so you never miss a beat simply because one member of the team leaves the company.
Personalize your interactions
Perhaps the most important element of relationship selling is knowing your audience. The integration between Dynamics 365 and LinkedIn Sales Navigator allows you learn about new customers and their industry, as well as stay up-to-date on news and recent activities within current accounts. By leveraging these tools, you can provide meaningful, customized interactions with your key prospects. Think of how you might leverage recent news involving one of your accounts, especially if that news is somehow relevant to your product or solution!
There are a myriad of ways that Dynamics 365 can improve your relationship selling to build trust and close deals. Our Dynamics experts within our Gold-Certified Microsoft Practice have helped hundreds of clients, across a broad spectrum of industries, attain their sales goals while improving business processes. To learn more about our Dynamics 365 for Sales Quick Start Program, click here.
