Edgewater Fullscope Blog

Did You Know that PointDrive is Included in Microsoft’s Relationship Sales Solution?

Jan 15, 2018 8:20 AM

Focusing on maximising your revenues this year? Effective social selling can help to build relationships and pipelines. Read more about social selling here

My colleague recently wrote an article the right sales tools for relationship selling and talked about the Microsoft Relationship Sales Solution (MRSS). I want to share with you one of my favorite tools that comes with MRSS - PointDrive.

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Increase Forecast Accuracy With This Easy Tool

Jan 10, 2018 1:26 PM

Fullscope's Forecast Accuracy for Microsoft Dynamics 365 (formerly CRM) takes the guess work out of how accurate your sales team is when providing pipeline reports. The solution provides a trend of how accurate your sales team has been at forecasting their opportunities. The tool is based on the current pipeline, or even an individual deal that a sales representative is forecasting.Forecast Accuracy answers three key questions:

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Do You Have the Right Sales Tools in Place to Manage Relationships?

Dec 10, 2017 7:00 PM

 Focusing on maximising your revenues this year? Effective social selling can help to build relationships and pipelines. Read more about social selling here

A recent Accenture study found that 80% of companies have adopted a CRM system and a large majority have deployed tools across the entire sales process. While sales tools grow increasingly sophisticated, customizable and flexible - packed with enhanced features and functionality - only 13 percent of salespeople utilize them to their full capabilities. Additionally, 59 percent of salespeople reported they are required to use too many tools.

The problem may be that we have too much information, with too little insight.

Meet the Microsoft Relationship Sales Solution that Combines CRM + LinkedIn

The new integration between Dynamics 365 and LinkedIn (Microsoft Relationship Sales Solution) helps you and your team deliver better outcomes in relationship sales. In fact, Nucleus Research, an analyst company, determined that companies that use Microsoft Dynamics 365 + LinkedIn for relationship sales can increase sales productivity by 12% to 15%.

Article: The Starting Points for Relationship Selling

Using insights from LinkedIn Sales Navigator and LinkedIn's 500 million professionals, the Microsoft Relationship Sales Solution dramatically increases your effectiveness by tapping into your professional networks and relationships, giving you the ability to improve your pipeline. The solution offers:

  • Access to 500 million LinkedIn professional profiles including photos, current roles, and work history. With this, you can gain both a better understanding of your current customers and use the network to identify new leads.
  • Recommendations for your next-best action within Dynamics 365 based on combined signals from e-mail, Microsoft Dynamics 365 for Sales, and LinkedIn. Suggested actions are artificial intelligence (AI) based and include suggestions for introductions and connection requests, as well as suggestions for sending InMail and messages. You'll also receive suggestions for icebreakers, such as news articles and shared connections, for when you engage with new customers.
  • Notifications on buyer relationship health including upcoming meetings, how many e-mails have been exchanged, their level of engagement, and identifies email messages that may be waiting for a reply from you.
  • Notifications on updates such as news mentions and job changes. This allows you to tailor the conversations for each specific buyer in real time throughout the account lifecycle.
  • Access to PointDrive (we'll share more on this next month, but you can check out this presentation as a PointDrive example).

Watch our latest webcast NEXT GENERATION SELLING WITH MICROSOFT AND LINKEDIN

Download your guide to maximising revenue with social selling

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Address Sales Pipeline Challenges with this Pipeline Snapshot Tool

Dec 5, 2017 7:00 PM

Does your pipeline offer clarity or questions? Fullscope's Pipeline Snapshot Solutionfor Microsoft Dynamics 365 helps Sales Leaders track and compare opportunity progress. It allows you to take a snapshot of time periods that you choose, whether it's weekly, monthly, or multiple time periods, and track and visualize data as it's moving across. You can capture who the customer is, sales stage, rating, owner, revenue, estimated close date, etc. And then you can start looking at comparisons week after week.

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3 Challenges that Prevent Sales Professionals from Creating Relationships

Nov 14, 2017 7:00 PM

 Focusing on maximising your revenues this year? Effective social selling can help to build relationships and pipelines. Read more about social selling here

My colleague recently wrote an article The Starting Points for Relationship Selling. I'm a big believer in relationship selling and wanted to dig into some of the common challenges we have in getting the ball rolling and creating relationships.

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The Starting Points for Relationship Selling

Oct 15, 2017 8:00 PM

 Focusing on maximising your revenues this year? Effective social selling can help to build relationships and pipelines. Read more about social selling here

Dale Carnegie's book "How to Win Friends and Influence People" was published in 1936, and is one of the best-selling self-help books of all time with an estimated 15 million copies sold. Some have called it the handbook for building sales relationships for its insights into human nature.

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10 Telling Questions for Your Sales Pipeline

Aug 3, 2017 8:00 PM

Creating and maintaining an accurate sales pipeline is one of the top goals and responsibilities for any sales leader. Organizations count on their ability to accurately predict revenue so that it can be used to effectively manage operations, the supply chain, and even the market.  Without it, it is likely that an organization will operate ineffectively, and the tenure of the sales leadership is always in question.

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