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Edgewater Fullscope Blog

A real-world look at digital transformation.

Build Deeper and Wider Relationships with Your Clients

By Natasha Spurr | June 20, 2019

Gone are the days of cold calling and cut-and-pasting of boilerplate email copy. Today, success is about quality over quantity, an account based marketing approach versus machine gun fire. It means nurturing genuine relationships one-to-one, rather than firing off mass correspondence to huge audiences.

Effective sales programs rely on tools and techniques that empower sales teams to focus on the right targets within an account, offer insights about buyers and track their progress through the funnel – all while giving sales teams the flexibility to customise each tactic while allowing for scalability across multiple accounts.

Alithya and Microsoft are helping companies build a view of their customers by assembling data from across the organisation and by augmenting that data with signals from places like Linkedin and Bing. Pulling that data together, using Dynamics 365 customer insights gives you the ability to build a single view of the customer, a 360 degree view that's shaped by intelligence powered by data. That view of your customer can now drive an integrated marketing, sales and service life cycle with your customer, driven by data powered by intelligence.

Companies that are embracing this new technology are now starting to see the results.

Listen to Nichole Jordon, National Managing Partner, Grant Thornton speaking at Microsoft Biz Apps Summit June 2019. Nichole explains how Grant Thornton is helping their partners build deeper and wider relationships with their clients and how success is breeding success.

Nichole say’s ‘’The outcomes that we can see at this point are that those teams that have more Linkedin connections with their particular customer base have a higher win rate and they have an increased amount of sales, versus those who don't. So what we can see is the technology is helping us to better understand these companies, build deeper relationships and wider across the entire organisation.’’

To help empower your sales team to take a relationship selling approach look to the Microsoft Relationship Sales solution, it brings together LinkedIn Sales Navigator and Microsoft Dynamics 365 for Sales to empower your sellers to drive more personalized and meaningful engagement with buyers.

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About Natasha Spurr

Natasha is an experienced CRM professional with a unique ability to work across both marketing and sales functions. As CRM Marketing Manager at Edgewater Fullscope, Natasha has helped the organization to achieve multiple global partner awards and leadership status across the UK and beyond.

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