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
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
