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Elisabeth Michaud

Sr. Product Marketing Manager, Dynamics 365 for Sales

Men sitting in a meeting
Men sitting in a meeting

One of the big takeaways from our new sales survey and trends report is that sales leaders are operationalizing relationship sales with account intelligence. It’s a 180-degree shift from traditional sales techniques that sabotage conversions like one-sided sales pitches, poor lead quality, and a linear sales funnel. Instead, sales leaders are refocusing efforts on tools...

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People sitting down in a conference room reviewing a PMicrosoft PowerPoint sales presentation.
People sitting down in a conference room reviewing a PMicrosoft PowerPoint sales presentation.

In a time of relentless business change, how are successful sales teams delivering predictable, scalable results? We surveyed over 200 B2B sales leaders and medium to large enterprise level companies to find out. The new report, available today, is a must-read for sales leaders. The research, conducted by Heinz Marketing and Microsoft, provides a snapshot...

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The tide has turned on the traditional funnel-based sales model. In today’s digital marketplace, buyers expect sellers to earn their trust by connecting to specific pain points and needs with personalized, relevant content and human interactions at every step. That’s why many organizations are turning to relationship selling—and Microsoft Dynamics 365—to empower sellers to drive...

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It wasn’t so long ago that prospects considered sales reps to be the primary source of information about products and services. Due to the rise of artificial intelligence (AI) and other technologies, that’s no longer true.  Today’s potential customers do their homework. They’re nearly 70 percent of the way toward making a buying decision before...

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