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In the current economic climate, you may be evaluating your sales processes to uncover areas that could be streamlined for greater efficiency and better results. Now is the prime opportunity to dig into your sales metrics and technology stack to make improvements.
You may be asking yourself the following questions:
- Can every member of my sales team engage with prospects easily, discover their needs, and quickly produce accurate pricing and quotes to meet those needs?
- How can my sales team work more collaboratively while working remotely?
- How can I make sure all information gathered by sales reps syncs back to my CRM when configuring products and generating quotes?
To ensure that every member of your sales team, from new hires to seasoned pros, can efficiently generate quotes and sales proposals, you need a Guided Selling Playbook embedded within your Microsoft Dynamics CRM. Guided selling will standardize your sales process and make success repeatable.
“High-performing sales teams are 2.3 times more likely than underperforming teams to use guided selling.” (Salesforce State of Sales Report)
What is Guided Selling?
Guided selling uses an automated sales playbook to guide each salesperson through a series of qualification questions with conditional answers. For example:
- Are you selling in multiple geographies?
- What is the size of your company?
- For how many years would you like to subscribe?
Effective sales playbooks are based on the best practices of top sales reps who share what works best for them. Additionally, input from various departments such as Marketing, Product Development, and Finance, yields questions that sales reps may not have thought to ask their customers. These essential questions help salespeople qualify prospects and gather crucial information to build product configurations and generate quotes based on the buyers’ specific needs.
Related article: The Art of Guided Selling
How Guided Selling Helps Sales Teams Serve Buyers
Using guided selling with a sales playbook ensures a consistent and effective sales process is used by all salespeople on your team, whether they are working in the office or from a remote location. It helps salespeople understand their buyers’ requirements and recommend the right product configurations, while upselling and cross-selling in ways that benefit the buyer. As a result, reps produce quotes and proposals based on accurate pricing and discounts.
A sales playbook is an integrated part of the sales workflow. It aligns with touchpoints in the buyer’s journey, telling your sales team how to communicate and the relevant content to send at the right time to help guide the buyer toward a decision. And, while the sales playbook questions are pre-written, guided selling tools are dynamic and adapt to changes in sales conversations.
As Anantha Ramachandran, Sr. Product Marketing Manager, Dynamics 365 Marketing, recently said, “In times on uncertainty, the more clearly you can convey your understanding and present the way forward, the more valuable your communications will be.”
Guided Selling in Microsoft Dynamics 365 for Sales
Your CRM is your single source of truth throughout the sales process – from opportunity to close. All information input during the guided selling process syncs back to your CRM, so all deal data is captured and informs the next stage in the sales process. This data is used to create accurate quotes and personalized proposals.
The sales playbook triggers automated approval requests and notifies authorized managers. Since all input syncs back to the CRM, there is clear visibility into all deal stages and approvals.
Want to learn more about how guided selling enables Microsoft Dynamics 365 for Sales users to close more deals? Read the full article at DealHub.io.
Article by: Gideon Thomas – VP Marketing & Growth, DealHub.io | LinkedIn
DealHub Configure-Price-Quote solution is rated the #1 CPQ software for ease of use, easiest setup, and best support. Sales teams configure quotes and proposals faster with fewer errors. DealHub’s highly intuitive CPQ minimizes administrative tasks, empowers sales teams to engage more effectively with buyers, and streamlines sales operations to reduce the sales cycle and increase revenue. It operates natively within Microsoft Dynamics 365 for Sales and includes: dynamic sales playbooks, interactive content sharing, document generation, contract management, and e-signature. Request your personalized demo to learn how DealHub will accelerate your sales process and help your team close deals faster.
