In today’s market, buyers are more digitally engaged than ever before. Buyers are not only more informed; they’re leveraging social channels to find solutions to their needs and vendors who can deliver. This gives sales professionals an opportunity to meet buyers “where they are,” and provide buyers with the product or services they need, when they need it.

What is Relationship Selling?

Relationship selling is centered on connecting sales professionals with buyers to build rapport as a basis for why they should care about a company and what it has to offer. It’s used across many organizations to drive more personalized and meaningful engagement with buyers.

Connecting with Buyers in a Digital Environment

Relationship selling has now entered the digital transformation era and it’s utilizing real-time artificial intelligence (AI) and machine learning to help buyers and sellers make decisions easier. This helps sales focus on the right customer and find the best path to reach each buyer.

Leveraging Technology to Build Sales Relationships

With a database of 590 million professionals, LinkedIn is a professional networking site that helps sales engage with buyers. This is a powerful tool to use for prospecting new buyers using their target profile data. But relationship selling is more than just prospecting. It’s also about building relationships through consistent contact with prospects and customers. That means having the technology in place to manage and maintain regular communications, including a good customer relationship management (CRM) like Microsoft D365.

Since Microsoft purchased LinkedIn in 2016, it has developed stronger integration capabilities with LinkedIn tools including its prospecting and insights application, Sales Navigator. But just what can the two do together? Let’s look at what enabling LinkedIn Sales Navigator and Microsoft D365 together can do:

  1. Identify key decision makers – with predictive analytical machine learning you can use the resources to help identify the correct individuals in each company to start your relationship with.
  2. Credible connectivity – use existing relationships to increase connections and form new relationships.
  3. Capture buyers’ attention – tap into and profile your clients and customers; let them know that you have done your homework by presenting specific company datapoints.
  4. Change management – Keep track of people as they move or have advancement in careers.
  5. Leverage the power of LinkedIn Sales Navigator for lead generation – capabilities to fuel your Dynamics 365 sales pipeline.

Sales professionals that integrate their CRM with powerful tools like LinkedIn Navigator can be more effective and efficient with their prospecting efforts. Not only will they save time, but they’ll find the right person – whether it’s the decision maker or key influencer – to help build their sales pipeline.

Want to learn how LBMC Technology can help your sales team leverage CRM and LinkedIn? Talk to a specialist at LBMC’s Technology Solutions and find out just how much your business can gain.