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You’ve heard it said that data is
the new currency in business. I’m here to say, it’s not about the
data, but what you do with the data that generates value.
Dynamics 365 is full of data, both data you enter into it and
external data, if you have a sales intelligence add-on. As such,
it’s a virtual gold mine of insights about your prospects and
customers...if you know how to mine the gold.
In this series of articles, we’re going to explore how to use
your CRM data for strategic advantage. First, we’ll look at how to
use business insights - or news - to identify sales triggers and
get the inside edge over your competition.
Did you know that a baby’s birth is a sales trigger for car
dealers? Think about it. When a couple starts having kids, they
often need to say goodbye to their sporty, two-door car and replace
it with a more practical four-door with room for the baby seat and
all the paraphernalia. Before long, as more babies arrive, a
minivan or SUV starts looking pretty good. To a car salesperson,
news about expectant parents and new births is prime hunting
So what are your sales triggers? If you don’t already
know, look at your most successful sales. What do they have in
common? Was there a common need or event that triggered the
buyer’s purchase? Did they just expand and need more of what
your company offers? Did they get funding, which freed up the
purse strings? Did they merge with a company that was already
using your services?
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