Gone are the days of cold calling and cut-and-pasting of boilerplate email copy. Today, success is about quality over quantity. It means nurturing genuine relationships one-on-one, rather than firing off mass correspondence to huge audiences.
Three key themes Each part of a successful process
Build and strengthen relationships with key prospects
When it comes to empowering a sales team to build and organize relationships with target accounts, findings prove that data management—of contacts, leads, accounts, and opportunities—ranks as the most effective component.
Provide prospect insights and recommendations to inform next steps
79.7% of respondents who are successful in achieving their organizations’ goals indicate their use of data and consumer insights used to move deals forward is effective.
Engage at scale
33.1% of respondents at organizations that achieve their goals say the key to success is providing sellers with access to the right tools and management platforms. 24.3% attributed their success to their defined sales process which advances leads through the funnel.
Activating digital selling with Microsoft solutions such as Teams and Dynamics 365 allows companies to collaborate efficiently regardless of physical distance.
Source: The power of relationship selling: How leveraging technology and personal relationships
means sales success for top organizations, Microsoft Dynamics 365 and Heinz Marketing, 2019
