Welcome to the Dynamics 365 Partner blog series for June. This month, we’ll discuss a topic that many of you have asked us about – the integration of Microsoft Dynamics 365 for Sales and LinkedIn Sales Navigator. This new Microsoft Relationship Sales solution was announced at Business Forward, and will help salespeople deliver better outcomes. Learn more about it below and on the June 13 partner call.
The importance of social selling
The selling landscape has changed, and it is no longer feasible to use old, conventional sales approaches such as cold outreach to a customer.
Today’s buyers are self-educated and well-informed. They have access to a wealth of information and have more control of the buying process that they did in the past. In a Forrester survey, 74% of business buyers say they conduct more than half of their research online before making a purchase decision. Buying decisions are also being made by teams of people, so you no longer have a single decision maker to persuade. You need to engage with a group of stakeholders that have different needs. This adds complexity and requires strong relationship management.
These changes have created new challenges for sales professionals that require them to take a new approach to selling and address these questions:
- How can they prepare and learn about their customers’ business and industry?
- How can they find all the right stakeholders and build relationships with them?
- How can they stay in touch with key decision makers?
Social selling is a modern approach to sales that many organizations are using to answer these questions. The latest LinkedIn State of Sales in 2016 report provides insight into the world of social selling and highlights which tools, strategies, and tactics sales teams are employing to boost their sales efforts.
- Sales professionals spend most of their time working with social selling and CRM tools, as they believe they deliver the highest value
- More than 70 percent of sales professionals use social selling and see relationship building tools as having the highest impact on revenue
- 90 percent of top sales professionals use social selling tools, compared with 71 percent of overall sales professionals
These trends show that having the right tools is critical to the success of sales professionals, and has resulted in many organizations equipping their sales professionals with the new tools they need to do their job.
Bringing LinkedIn Sales Navigator and Microsoft Dynamics 365 for Sales together
The integration of LinkedIn Sales Navigator and Microsoft Dynamics 365 for Sales offers social selling experience for sales professionals that can help them overcome these new sales challenges. You can install the LinkedIn solution for Microsoft Dynamics today and benefit from the following social selling capabilities.
Stay on top of customers you care about
You can view LinkedIn Account Profiles from Sales Navigator right within Dynamics 365 for Sales to help you learn about your customer and their industry. It will also help you stay up to date on news, recent activities, and job changes.
Discover new leads
The Account Profile also provides you with lead recommendations based on your sales preferences in Sales Navigator. This Account Profile information is available to view on the Lead, Contacts, Opportunity, and Account forms in Dynamics 365 for Sales.
With these capabilities, sales professionals can stay informed about their customers, and identify new opportunities to build their sales pipeline.
Find team connections
With the LinkedIn Member Profile, you will see people within your company who are connected to your customer contacts through LinkedIn TeamLink and find the best path to a warm introduction. You can then use icebreakers to personalize your first connection. Understanding related leads will help you map out stakeholders in the buying process.
Using these capabilities, sales professionals can find the stakeholders involved in purchasing decisions, and start building relationships with them.
Sync data between Sales Navigator and Dynamics 365 for Sales
A new capability coming at the end of June 2017 will let you sync data between Sales Navigator and Dynamics 365 for Sales. You’ll be able to import your Dynamics 365 accounts to Sales Navigator and discover insights about your connections and customers, and you’ll be able to log Sales Navigator activity directly into Dynamics 365 for Sales.
These activities include InMail and messages, opportunity and account notes, and mobile phone calls.
Get started today
You can install LinkedIn Sales Navigator for Microsoft Dynamics today from Microsoft AppSource. The solution is available for Dynamics 2016 on-premises or online, and Dynamics 365 on-premises or online. You will also need to sign your team up for LinkedIn Sales Navigator Team & Enterprise Edition.
Microsoft Relationship Sales Solution
The Microsoft Relationship Sales solution will be available starting July 1, and will include LinkedIn Sales Navigator Enterprise and Microsoft Dynamics 365 for Sales, Enterprise edition.
Driving digital transformation with Microsoft intelligent selling business applications
- Watch keynotes and videos from Business Forward
- New ways to drive your business forward in today’s digital landscape
- LinkedIn Sales Blog: Bringing Sales Navigator and Microsoft Dynamics Closer Together