A supercharged sales force
Park Place Technologies is particularly interested in rolling out the Microsoft Relationship Sales solution, which combines Dynamics 365 for Sales and LinkedIn Sales Navigator. Salespeople can engage in relationship selling by seeing complete relationship data inside Dynamics 365—an individual’s LinkedIn profile, news, connections, activities. This gives the sales team a comprehensive view of the prospect: professional interests, professional network, and previous interactions between Park Place Technologies and the prospect’s company—all of this right in the CRM where they work. Relationship selling makes it easier to personalize engagement with contacts, prioritize the right connections, and know next steps to move the relationship forward.
Deutsch is excited about the potential and is working with partner NuSoft Solutions to take full advantage of Relationship Sales. “By using a Microsoft and LinkedIn solution, we can supercharge and empower our sales team and shorten the sales cycle,” she says. “Our salespeople will become more knowledgeable and powerful in a shorter amount of time.”
That will lead to a lower cost per call and higher close rates. Already, the company’s ability to tie leads to marketing efforts has skyrocketed because it can now link inbound calls to specific marketing campaigns. Salespeople can use LinkedIn Sales Navigator to learn more about these inbound callers before contacting them.
“Our new sales hires are part of the LinkedIn generation,” says Adams. “They expect to have access to social media information in their business tools, and that’s what they get with the Microsoft Relationship Sales solution. Instead of switching between Outlook, Dynamics, and LinkedIn all day, they stay in one application and get everything they need.”