In this two-part series, we’ll explore how AI capabilities in Dynamics 365 Sales Insights helps sales teams sell proactively and managers lead proactively. If you’re attending the Gartner CSO & Sales Leader Conference 2019, be sure to attend our session, How Microsoft Unlocks Success with Insight-Drive Selling this Wednesday, September 18th, from 3-3:45 PM. The Read more
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 Read more
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 Read more
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 Read more
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 Read more