Post on 19-Jun-2020
Relationships have
always been key to
winning in sales
Sales teams have become more productive…P
rod
ucti
vit
y
Relationship Building
Personal
Transactional
LOW
HIG
H
HIGH
Key trends:
• Telesales
• Role specialization
• Sales and marketing automation
• Self-service offerings
A wake-up call
of buyers don’t believe their sales
reps understand their business and
don’t think they provide real value
77%
Source: Accenture study 2014
What prevents reps from building the relationships they need to win?
Not finding all the key players
Not perceived as adding value$
Not able to manage multiple
relationships
Too much information, too little insight
Productivity & email
Social networksCRM
Productivity & email
Social networksCRM
LinkedIn Sales Navigator
Dynamics 365for Sales
Office 365
Unify the seller
experience
Dynamics 365 for Sales
LinkedIn Sales Navigator
Office 365
Unify the seller
experience
Microsoft
Relationship Sales
Welcome to the era of relationship sellingP
rod
ucti
vit
y
Relationship Building
Personal
Transactional
LOW
HIG
H
HIGH
Relationship selling
Build relationships with the right people
Engage at scale
Offer insights & recommendations
Focus on the right
companies and people
Find every member of the
buying committee
Discover the best path
to reach each buyer
Keep track of buyers
and their needs
Identify risks
and opportunities
Engage buyers with
personalized content
Synchronize relationship
data across systems*
Take actions based on
contextual recommendationsGuide sellers through multiple
complex relationships
* When you sync LinkedIn Sales Navigator and Dynamics 365, your Dynamics 365 leads, contacts, and accounts data will be synced to Sales Navigator to allow you to find and follow leads
and accounts in Sales Navigator and receive lead recommendations and insights. Additionally, you can sync certain data from Sales Navigator to Dynamics 365 including InMails and notes.
*
10–99
SEATS100–249
SEATS
250–499
SEATS
500–999
SEATS
1,000–5000
SEATS
PRICE DECREASES WITH SEATS