Beringer Associates Technology Blog

Welcome to the age of Relationship Selling

 

Business Security GroupIn today’s social and mobile world, businesses need to move faster and share knowledge more broadly than ever before. They also need to connect to customers on their terms and build relationships with them. In a RAIN Group’s report, “What Sales Winners Do Differently?”, 42 factors separated the winners from the distant second place finishers. Among the factors that buyers identified as being most important to them in making a buying decision are: educating them with new ideas and perspectives, collaborating with them, listening to them, understanding their needs and connecting with them personally. Today’s buyer demand that salespeople deliver relevant and timely information. They expect their salesperson to know something about their business and be able to challenge their thinking by providing fresh insights about their industry or competitive trends. In short, salespeople needs to build significant relationships with potential customers long before a buying decision is made

 

This is where a solution like Microsoft Dynamics CRM and CRM for Distribution can help. Microsoft Dynamics CRM is a fully integrated solution allowing you to manage the entire sales process from lead capture to quote generation to opportunity close. This allows companies to report and analyze their sales pipeline and salesperson performance at any point in the process. Additionally Microsoft CRM and CRM for Distribution allow you to integrate tools like InsideView that transform your customer and prospect data from static to dynamic providing you with constantly updated information on company performance, competitive environment, company news and contact information.  It also connects you to social networks such as LinkedIn to gain greater insight into company contacts. Furthermore with Microsoft Dynamics CRM new social listing tool you can monitor what customers are saying about you across a number of social networks such as Facebook and Twitter responding to them in real time.

 

Welcome to the era of Relationship Selling. The ability to create a bond with a decision maker based on credibility and integrity has never been more important and a solution like Microsoft Dynamics and CRM for Distribution can provide you the tools you need to succeed.

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