The terms ‘process’ and ‘methodology’ are frequently interchanged in the sales industry; however, they represent distinct and significant aspects of the selling process. In this context, we will explore the definitions of these terms and how Microsoft Dynamics 365 Sales can provide state-of-the-art engagement with potential and current customers.
The Sales Process
This is a series of clearly defined repeatable steps or stages a salesperson follows to move a prospect from initial contact to a closed deal. It is a structured framework that ensures consistency, predictability, and efficiency in how sales teams approach selling.
Find out how Microsoft Dynamics 365 Sales can redefine your operational processes today.
The Sales Methodology
This refers to the specific strategies, tactics, and principles that guide how a salesperson approaches each stage of the sales process. Some popular sales methodologies include SPIN Selling, Solution Selling, Challenger Sales, the Sandler Selling System, and Consultative Selling.
Does Dynamics 365 Work with Your Sales Methodology?
Dynamics 365 Sales is a customer relationship management platform that supports teams in managing their sales processes more effectively. While it does not prescribe a specific sales methodology, its key benefit is that it is flexible and adaptable, allowing organisations to implement their chosen approach within the system.
For example, in SPIN selling, teams can use Dynamics 365 Sales to record relevant information, track customer interactions, and build a tailored solution for each prospect. The system allows you to create personalised proposals for solution selling that address specific customer needs.
The Power of Dynamics 365 Sales: Adaptable Processes for All Methodologies
- If you are looking for a comprehensive CRM platform to help sales teams manage their sales process more effectively, then Microsoft Dynamics 365 Sales ticks all the right boxes. It includes resources that enable engagement at all stages of the sales funnel:
- Lead Generation: Sales teams can use various sources like marketing campaigns, social media, events, referrals, or purchased lists to record leads in Dynamics 365 for Sales.
- Lead Qualification: Leads are assessed and qualified based on their interest in the product or service, budget, and authority to make a purchase decision.
- Opportunity Management: Sales teams track and manage opportunities through different stages, including qualifying, developing, proposing, and closing. They can update the opportunity stage, record interactions with the prospect, and set tasks and reminders to follow up.
- Needs Assessment: Gathering information about a prospect’s needs, pain points, and preferences allows teams and individuals to tailor their pitch and offer the most relevant solution. This, in turn, greatly increases the chance of conversion and a successful sale.
- Proposal and Presentation: Dynamics 365 Sales allows you to produce a proposal, quote, or product demonstration for a prospect, highlighting the benefits and addressing any concerns or objections raised by the prospect.
- Closing: Once an agreement is reached, the deal is closed as Won or Lost in the Opportunity record. For deals marked as Won, the sales team can initiate the order fulfilment process.
- Post-Sale Activities: With Dynamics 365 Sales, you can also manage a customer relationship post-sale by tracking support requests, upselling or cross-selling opportunities, and gathering feedback to improve future sales efforts.
The power of Microsoft Dynamics 365 Sales is not just in how it covers every layer of the sales process but how tracking and delivery can be tailored for individual businesses and how this can be incorporated into different methodologies.
Work with Mercurius
Developing your sales process through Microsoft Dynamics 365 Sales can take a lot of work and preparation. It’s important to understand not just what your business requires but how the platform itself can deliver in numerous ways.
At Mercurius, we have a wealth of experience helping businesses of all shapes and sizes maximise their sales processes and improve areas like lead generation and successful conversions. If you want to take your sales team to the next level and make them even more efficient, Microsoft Dynamics 365 Sales is at the cutting edge.
Change the way your sales team operates today. Contact the team at Mercurius to find out more.
