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Enhancing Customer Engagement Through AI: A Guide for Sellers
Sales revolves around the relationship between buyer and seller. Establishing trust involves knowing when to influence and when to adapt, mastering the art of listening, and crafting compelling narratives.
Microsoft 365
- Published
- 31 July 2024
Using AI to help with lead prioritisation
According to research collected by Microsoft, people in sales spend more than 66% of their day managing emails. This means that they are spending less than a third of their day actually selling.
When it comes to emails it is difficult to determine who is ready to make a purchase, who is a dead lead, and who is on the verge of walking away, which makes prioritising leads challenging.
Although prioritising leads is often reliant on intuition and expertise, there are ways that you can leverage AI to aid in the process.
Microsoft Dynamics 365 Sales can enable you to utilise predictive lead scores in order to organise your customer queue effectively.
Additionally, when navigating through extensive email threads, Microsoft Sales Copilot extracts pertinent details, allowing for a swift grasp of critical information.
Using AI to help with customer engagement
According to Microsoft’s 2023 Work Trend Index report, approximately half of sellers report insufficient focus time, while over 60 percent mention that repetitive or mundane tasks distract them from more significant work. If you do not have enough time to prep for important sales meetings, this might mean that you forget to mention key points, or you might have to look things up mid conversation. The use of conversation intelligence tools can act as a colleague recommending important topics you might not have thought of. AI can provide you with real time notes during your meetings that can guide discussions based on factors such as customer mood and KPI’s. With the use of Microsoft Sales Copilot, it can capture action items discussed within the meeting, and highlight important business insights. Following the call, Copilot will also send you a meeting summary. This will include an overview of your conversation, action items identified, and insights into customers sentiments. Copilot can also automatically add both meeting and email summaries into the CRM, ensuring it remains current. With AI handling note-taking, you can stay focused on the conversation and it also saves you time following the meeting so you can focus on proceeding to the next step.
Generating meeting follow ups using AI
Armed with the meeting summary generated for you by AI following your meeting, which includes a full timeline, call transcript, and action items, you can now use AI to help you generate the perfect meeting follow up.
Copilot uses the details from your meeting summary to craft a personalized email for your customer automatically. What would previously require valuable time reviewing customer data and recapping calls can now be done in just a few minutes with Copilot’s assistance.
Generating Proposals
Proposals rely heavily on data, ranging from buyer history to detailed product information, and locating this data typically consumes a significant amount of time—often more than is available in a single day. Around 60 percent of sales professionals report that they spend an excessive portion of their workday searching for information. Copilot can autonomously create proposals customised for individual customers and scenarios by leveraging data that would otherwise require extensive searching. Rather than manually scouring product catalogues for prices or digging through past communications to determine if a buyer attended a specific webinar for example, AI can compose a well-crafted email that incorporates all these details—and potentially even more. You and your team aim to reduce time spent on low-value tasks and focus more on assisting customers. Sales teams that adopt AI early will gain a competitive edge and significantly enhance their ability to support customers effectively.
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Sales revolves around the relationship between buyer and seller. Establishing trust involves knowing when to influence and when to adapt, mastering the art of listening, and crafting compelling narratives.
It also requires a profound comprehension of the customer’s challenges, including ones they may not yet be aware of.
However, sellers frequently find themselves inundated by the volume and pace of digital tasks, such as composing follow-up messages or manually inputting CRM data.
Like many knowledge workers, sellers often feel overwhelmed by a relentless stream of data, emails, meetings, and notifications.
In this blog post we will detail how AI, data, and analytics can begin to alleviate these burdens, enabling you to efficiently tackle low-value tasks on your agenda.
Enhancing Customer Engagement Through AI: A Guide for Sellers
Sales revolves around the relationship between buyer and seller. Establishing trust involves knowing when to influence and when to adapt, mastering the art of listening, and crafting compelling narratives. It also requires a profound comprehension of the customer's challenges, including ones they may not yet be aware of. However, sellers frequently find themselves inundated by the volume and pace of digital tasks, such as composing follow-up messages or manually inputting CRM data. Like many knowledge workers, sellers often feel overwhelmed by a relentless stream of data, emails, meetings, and notifications. In this blog post we will detail how AI, data, and analytics can begin to alleviate these burdens, enabling you to efficiently tackle low-value tasks on your agenda.
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