Introduction
Ask any sales professional, and they’ll tell you that losing a deal to a competitor hurts but losing it due to “lack of decision” is even more frustrating. In fact, Harvard Business Review reveals that a staggering 40% to 60% of the deals are lost where customers express intent but never purchase.
Why? Often, it’s not the product or even competition that’s to blame. Instead, it’s a mix of internal barriers, customer indecision, and missed opportunities in the sales journey. Many factors, from fear of making the wrong choice to inappropriate communication, can cause even the most promising deals to end in radio silence.
In this blog, we’ll break down the key factors behind this trend, and more importantly, what sales teams can do to turn indecision into action. Let’s understand the obstacles between you and a closed contract.
What are the Modern-Day Sales Challenges Faced by Sales Reps?
Below lie the pain points that are very subtle in nature and hence difficult to track:
| Factors | Details |
|---|---|
| Customer Indecision | Many offers fall through because customers express interest but ultimately fail to decide. This may be due to a lack of urgency, worry of making the incorrect choice, or internal decision-making processes. |
| Poor Qualification | If the leads are not properly qualified, sales will waste time on prospects who do not have a fit with the product or the service. |
| Ineffective Communication | Miscommunication leads to misunderstandings and unmet expectations, resulting in lost prospects. |
| Pricing Issues | Price objections are commonplace, and if the value proposition is not truly communicated, prospects can conclude that the cost outweighs the advantages. |
| Lack of Follow-up | Inconsistent or insufficient follow-up can make the prospect lose interest, forget and abandon the deal. |
| Internal Changes | Changes within the prospect’s business enterprise, consisting of finances cuts, shifts in priorities, or personnel changes, also can derail deals. |
What is Dynamics 365 Sales Accelerator?
As a solution to these problems, we bring to you Dynamics 365 Sales Accelerator by Microsoft and Netwoven.
It has a three-pronged approach to dilute the above issues in a sales journey:
1) Improved Forecast Accuracy
By incorporating a MEDDPICC framework into D365, sales teams can better assess opportunities, allowing for more reliable forecasts of both the commitment and upside of each deal.
2) Increased Close Ratios
The structured approach ensures that critical factors influencing the outcome of a sale are identified early and managed effectively, leading to higher closing rates.
3) Maximized Selling Time
The accelerator reduces time spent on manual tracking and opportunity management, giving sales professionals more time to focus on relationship building and closing deals.
Reimagine the Sales Experience with Dynamics 365 Sales and Copilot
So, what is Dynamics 365 for sales?
Microsoft Dynamics 365 Sales is a cloud-powered CRM solution designed to help sales teams streamline their daily operations, enhance customer engagement, and accelerate revenue growth.
It cuts through the drudgery by connecting the sales and customer interaction data. With in-built AI capabilities, it helps you get insights on those daily interactions and further qualify the leads with higher conversion rates.
Now is the time to focus your efforts on qualified leads and upgrade productivity.
1) Reduce Mundane Tasks
- Get AI assistance to write customer-specific emails based on CRM and Microsoft 365 data and make personalized adjustments.
- View email and meeting summaries from Copilot and save to Dynamics 365 Sales.
- Get content recommendations from Copilot based on engagement context and calls.
2) Stay in the flow of work
- Make calls directly from Dynamics 365 Sales and enable colleagues to be up to date with customer conversations.
- Get AI assistance to view, capture, and edit customer details in Microsoft Teams and Outlook and sync to Dynamics 365 Sales.
- Create collaboration spaces in Microsoft Teams with pre-built deal room templates and integrated access to Dynamics 365 Sales data.
Ebook: Accelerate revenue with Microsoft Dynamics 365 Sales
Download our e-book, “Accelerate Revenue with Microsoft Dynamics 365 Sales,” to discover how a modern CRM can transform your sales team. With built-in automation and AI, it provides valuable insights into customer behavior while minimizing manual tasks. Learn how to focus on high-value opportunities and drive revenue growth today!
Get the eBookConclusion
Each deal counts. Ensure your sales process is seamless and impactful by addressing common obstacles to the final offer. This helps corporations generate extra capacity and growth.
At Netwoven, we’ve been leading digital transformation with Microsoft technologies since 2001. Through our 2-4 Hour Readiness Assessment, Netwoven “INSIGHT” Intelligent Solution Dynamics 365 Sales Accelerator assists businesses identify key opportunities to enhance efficiency and embrace the use of AI-driven solutions.
Take step one in the direction of reimagining your sales experience and transforming your business. Reach out to us for any query.
