![]() These conversations require deeper technical knowledge from the seller, both of the product suite and of the buyer’s needs. To accommodate this shift, the role of the seller must evolve to focus on educating buyers on how they can integrate products into their day-to-day workflows and transform their business. Because they’re more informed at this point, they expect a more personalized, productive, and efficient interaction. In most circumstances, customers want to interact with sellers later in the buying journey, when they’re closer to making a decision. According to Forrester research, nearly three quarters of B2B buyers researched at least half of their work purchases online, and 59 percent don’t want to lean on salespeople as the primary source of research. Instead, customers tend to perform a significant amount of research themselves. Buyers no longer depend on sellers to provide basic product information upfront. The modern business-to-business (B2B) buying journey has changed. ![]() Using Microsoft AI technology, Daily Recommender packages customer insights and recommends next best actions to help Microsoft sales executives prioritize effectively and drive more business. To address these challenges, Microsoft teams within sales, marketing, product groups, and Microsoft Digital partnered to build an AI-enabled sales solution called Daily Recommender. For sellers, the challenge is that too many tools take too much of their time away from focusing on their customers. A holistic view of data and insights at the commercial-account level simply hasn’t been available. Distilling compelling insights from disparate, siloed information systems has historically been a complex and time-consuming task for sales executives in all industries. As a result, they spend too much time gathering and verifying customer information, and too little time helping customers realize how they can achieve their business goals through Microsoft technologies. ![]() They sell a rich suite of products using an assortment of different sales tools and fragmented data. Microsoft internal sales executives who manage a large number of accounts operate in a challenging environment. ![]()
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January 2023
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