This is how COVID-19 reshaped the future of sales

While the full consequences of the pandemic are still unknown, it is already obvious that the economic consequences are serious.

New customer habits and these difficult economic times are affecting your sales strategy. Managing your sales team through this crisis proves to be quite challenging. Especially when COVID-19 disrupts the daily work of your sales team and reshaped your clients’ behaviour

What caused these undeniable changes in your customers’ behaviour?

Before the pandemic, digital trends were already in motion and accelerating. Now, we find ourselves at a critical digital turning point. What we can say with certainty is that future sales business will look different. You have to ask yourself if you are prepared to adapt your sales strategy to overcome this crisis.


The age of the customer

How have digital channels changed for companies since the COVID-19 tragedy began? Sales leaders rate digital interaction approximately twice as important now as they did before. Digital channels have radically accelerated which is affecting your business.

Is this shift reflected in your customers’ behaviours?

When customers search for products and services, they prefer digitally-enabled sales interactions. This shift in preference contributed to the sharp increase in suppliers’ mobile apps, social media, and online tools.

Buyers express a strong preference for self-service channels when looking to perform a purchase. Since 2019 suppliers’ mobile apps and website have doubled in importance. In other words, your customers now have new expectations and higher standards.

How do you adapt to your customers’ needs?

It is not enough to just give customers multiple self-service options. Customers no longer accept less from their professional life as buyers. They grew familiar with their personal experience as consumers and expect the same treatment.

Additionally, your customer wants to be treated the same way at all times. No matter what channel they are using or switching to. Your customers want a personalised and unified experience through your omnichannel.

Get it right by delivering on the key assets that customers value the most

Keep these three assets in mind: be fast, act transparent, and show know-how. You should make it a priority to apply these across all communication channels.


The great shift in virtual Sales models

For almost all functions in most sectors, the shift to remote selling was born out of necessity due to the lockdowns and social distancing. The situation forced people to work from home.

How have Sales teams reacted to this shift?

A large proportion of them started to work via video conferencing or telephone. Many companies supported their sales teams by establishing multidisciplinary commercial central centres. Sales teams could now manage sales activities both inhouse and onsite for customers.

What can you do to help and support your customers at all times?

You need to figure out how to deploy your sales professionals across your omnichannel. You probably noticed video meetings, webinars, (soft)phone, virtual chatbots, etc. taking over traditional face-to-face touchpoints. However, keep in mind that the human touch still plays a crucial role.


Connect your Marketing and Sales

Today we see more cross-functional collaboration between Sales and Marketing. Marketing observed more engagement with their content since COVID-19, making it a valuable source of warm leads for Sales.

How can Marketing and Sales keep your buyers’ attention?

The pandemic greatly impacted buyer behaviour and the economy needs time to recover. Your sales professionals must now define a data-driven sales approach to instantly act on opportunities. Above all, your sales and marketing data will play a crucial role in your strategy.

Why is Human Resources becoming more relevant to Sales leaders?

New skillsets are required in addition to the traditional sales skills. Therefore, HR needs to actively train and educate your sales teams if you want to win your battles.

How does the ideal Sales professional look like today?

Future sales require various tools and more technology than before. Your typical business-savvy sales professional needs more flavour. What you are looking for is someone who has deep insights, absorbs sales and marketing data, and puts the customer at the centre of all his or her actions.


LOOKING FOR MORE CONCRETE USE CASES, REAL-LIFE DEMOS AND TYPICAL SCENARIOS?

Discover our upcoming online seminars and events to explore new ways to support your employees.

Online Seminar Advanced Sales Routing for Dynamics 365 CRM

Questions on how your business can start selling smarter?

You can always get in touch for more detailed information about these topics. Don’t hesitate to contact us.

We are rebranding Innito as Admiral Dynamics Slovenia!

Admiral Dynamics Slovenia

We are thrilled to announce that as of today, we are rebranding Innito as Admiral Dynamics Slovenia!

Every Change brings forth new opportunities

2020 has indeed marked itself as a year full of changes and challenges.

Still, this transformation is part of our strategy to highlight our growth and our pledge to help our clients with their challenges as a united front.

To further present our company as one digital powerhouse, you will see changes to our website, social media, and our logo. So, make sure to follow us on our social media:

Curious to find out more about how we can tackle these challenges together?

We envision the upcoming years as opportunities for us to flourish and overcome even more challenges together with you. Discover how you can tackle the latest challenges for your business through our intriguing webinars!

Cheers to our journey of transformation!

Industries that need to go digital

What is holding your business back from a successful digital evolution?

Going digital might seem like a costly and time-consuming overhaul of your internal operations. When in fact, achieving digitalisation is a lot less scary and complicated than it looks.

The truth is, all industries need to prioritize digitisation to survive in these digitally driven times. Outdated paper-based processes are drastically limiting your business’ financial gain and given the competitiveness in your industry, getting ahead now is more than ever crucial. 

These Industries are still reliant on paper and are in desperate need of going digital:

  1. Housing & Real Estate
  2. Construction & Manufacturing
  3. Energy
  4. Finance & Insurance
  5. Health & Safety

The first step to digitisation

In essence, digitisation is all about recognizing the problem and taking a step forward by opting for a digital solution.

First, it’s all about locating the manually driven processes that are running inefficiently. When you recognize these obstacles and identify the areas in severe need of improvement, it becomes a matter of finding the right tools to help you smoothly manage and simplify those processes.

Take a look at what paper-based processes might be hindering your business’ growth:

  • Move-in & -out checklist
  • Real estate diagnostics
  • Occupational risk management
  • Installation & maintenance of fire protection equipment
  • Tenancy audits
  • Regular checks and upkeep of equipment and installation
  • Progress monitoring
  • Machinery maintenance
  • Product quality control checklist
  • Customer satisfaction surveys
  • Gas certification and compliance
  • Pipelines inspection
  • Progress monitoring
  • Machinery maintenance
  • Assessment of insurance claims on-site
  • ISO certification
  • Risk Assessments
  • Audits
  • Asbestos risk management
  • Cleaning checklist
  • Fire risk assessment
  • Workplace safety inspections
  • Vehicle safety inspections
  • Covid19 Checklist

Reasons why you should go digital?

Customer centricity is key to winning in the market these days. This implies much more than delivering high-quality products or solutions; customers expect superior service.

Fit for purpose solutions helps your dispatchers to schedule field tasks efficiently while assisting your field team in reaching the site quickly and finishing their tasks flawlessly.

Efficient scheduling, first-time fixes, clear insights into warranty and SLAs and prompt, correct billing help you save costs. Even more, service, when done well, can be a huge profit centre.

World-class field services will not only affect initial product purchases; it will also impact the value of your brand and keep customers coming back again and again.

If handled well, field services can evolve from reactive to preventive and even predictive maintenance. Your field workers – who know the customer better than anyone – can become a commercial representation and boost your cross and upselling capabilities.

From request to invoice.

Beat your competitors who aren’t on top of these trends and challenges.

LOOKING FOR MORE CONCRETE USE CASES, REAL-LIFE DEMOS AND TYPICAL SCENARIOS?

Discover our upcoming online seminars and events to explore new ways to support your employees.

Questions on how your business can go paperless?

You can always get in touch for more detailed information about these topics. Don’t hesitate to contact us.

Why you need to change the way you look at data in 2020

Data Intelligence is transforming the world as we know it, and Big Data proves to only get bigger in 2020. How is your business holding up?

You might have heard it before. Digital transformation is an opportunity you can not miss out on as digital is taking over. Businesses are focussing on providing their valued customers with the most high-grade service they can offer. You too might be looking to innovate and sharpen your digital strategy to expand your business’ capacities.

What is it exactly that serves to be the key element of your digital transformation?

It’s data. Just think of the enormous amount of data that you are collecting on a daily basis and what you can do with it. So, how do you transform all of that data into something of value for your business?

It seems absurd to analyze all of that when you have limited time, manpower and tools. Yet, that right there is the challenge your business must overcome for it to thrive.

If you desire to innovate and grow at a faster rate, you need to take action and do something with your data.

These are 5 reasons why you should focus on Data Intelligence in 2020:

  • Deeper insights about your customer’s behaviour. 
  • Better decisionmaking equals minimizing risks.
  • Empower your Sales and Marketing employees.
  • Data leads to innovation.
  • Gain an advantage against your competitors. 

How do you tackle the challenge of transforming your data into valuable insights in 2020?

Many companies are recognizing the benefits and the importance of using Augmented Reality in 2020. Augmented Reality is the newest technology to serve as the ultimate tool for your Data Intelligence needs.

AR connects virtual content with a real-life environment which in turn helps you uncover all the secrets your data holds. Aiding you to gain the capability of building better products and processes and to solve your business problems through its many applications.

Augmented Reality already seems to be incredibly useful to pursue your business’ successful digital transformation.

Curious about how Big Data and AR are changing the way you do business?

Learn more on Data Intelligence through our Webinars or get notified about the latest regarding Digital Transformation by subscribing to our Newsletter!

Mark your calendar for the 2020 Release of wave 2 for Dynamics 365 and Power Platform!

Get ready for the second release of new and updated capabilities for Microsoft Dynamics 365 and Microsoft Power Platform. This release follows up wave 1, which will complete its run in September 2020.

What you should know about the release of the upcoming capabilities for Dynamics 365 and Power Platform.

Microsoft recently announced the key dates for the second release wave of updates, before general availability of release wave 2 hits:

  • July 8, 2020: Discover what the second release wave has in store for you. Get informed about the new and upcoming capabilities for Dynamics 365 and Power Platform.
  • August 3, 2020: This is when early access becomes available. Try out the new and updated features and capabilities before the updates are automatically implemented.
  • October 1, 2020: The newest version for both Microsoft Dynamics 365 and Microsoft Power Platform becomes officially available.
  • October 2, 2020: Regional implementations will begin.

On July 8 2020, Microsoft will publish its release plans for the 2020 release wave 2. It makes it possible for Microsoft customers and partners to prepare for the updates planned from October 2020 to March 2021.

Enjoy early access to new features and capabilities on August 3, 2020. Enabling you to validate them in a sandbox instance before being rolled out automatically in October 2020 after wave 1.

Stay tuned for all future updates!
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Important message about our business continuity and communication due to COVID-19 outbreak

The federal government has taken far-reaching measures to stop the spread of the Coronavirus. The safety of our customers as well as our team is a priority. 

From today 18 March 2020 until further notice, our team will be working behind closed doors. We have taken the necessary measures to guarantee the continuity of our company. Please be assured that we fully expect to continue normal operations.

You will be informed whenever the current situation changes and other measures impacting our current way of working are taken. Please do check our website for any updates.

During these unprecedented and uncertain times, we understand that communication has never been so important. 

You can reach us through our known communication channels during office hours:

  • Monday-Friday 8h30-12h
  • Monday-Friday 13h-17h30

For support including service desk-related questions, reach out to our support team: 

  • +32 (0)3 376 45 02
  • support@admiraldynamics.com  

For general questions, contact us on: 

  • +32 (0)3 376 45 01
  • info@admiraldynamics.com

Take care & stay safe!
Admiral Dynamics

Spontaneous application | Antwerp

You haven’t found what you were looking for but you are quite sure we would be a great match? You are passionate about CRM and would like to take a next step in your career?

Don’t hesitate and send us your cv: recruitment@admiraldynamics.com. You will hear from us within 2 weeks.

What are you waiting for?

Do you need more information about working at Admiral Dynamics? Get in touch, we are happy to help:

Back to overview with all our career opportunities

5 Trends in Field Service for 2020 and beyond

Field service is evolving enormously, just like technology and customer expectations are advancing quickly too. Forward-thinking service providers are continuously innovating to better serve their customers. There are plenty of ways to guide the maintenance and service industry to the next decade, like training the next generation of mobile workers, the usage of Industry 4.0 technology and offline mobility. We believe there are about 5 trends to watch in field service.

1. Smart devices and more data

Smart devices generate more and more data. The most important and influential trend in the maintenance and service industry is that of devices that generate large amounts of data and which then link to systems to support the service process. Connected technology (IoT) is empowering field service providers to stop reacting and become proactive.

2. Servitization continues: from product to service

More and more sectors are switching from delivering products to services, on a subscription basis or metered usage (pay-per-use). This makes the quality of service the most important success factor for a company. This evolution is also related to the technological and digital transformation that is started, including cloud computing and business (offline) mobility.

3. Service becomes sales

The service department becomes a commercial department. A trend that we absolutely welcome is that of “lead generation & soft skills”. By that we mean that your team of service employees must be well-trained to see and seize commercial opportunities. Bear in mind that every technician is also a pre-sales.

4. Operational excellence or customer intimacy?

We also observe a more general trend. Previously, companies chose a strategy based on operational excellence (best operations) or based on customer intimacy (customer-centricity). Now, more and more companies want both, and preferably at a leading level.

5. Ageing Workforce

One of the biggest challenges facing the field service industry right now is the ageing workforce. Baby boomers are now reaching retirement age, and there is a severe shortage of young people choosing field service as a career path. Millennials and the older end of Gen Z tend towards technology- and service-based jobs such as digital marketing or application development. The challenge is figuring out how to attract these youngsters to the field service industry.

Learn more about Field Service…

Looking for more concrete use cases, real-life demos and typical mobile workers’ scenarios, join our online senminar “Inspections with Field Service” on Thursday 27 August 2020.

Register now to expand your knowledge!

The latest 5 trends in sales automation you must know about

It is undeniable that our business world and technology landscape is rapidly changing and even shaping the top sales trends. Just take a look at the countless smart solutions available right now to attract and build relationships with new customers.

What does that mean for your business if you want to maintain your position as a company?

First, you need to know that welcoming and incorporating change is vital to stay ahead of the competition. Your sales team’s ability to keep up with the top trends can be a key difference-maker. Therefore modernising your sales strategy is a must to sustain your road to success.

Take a look at these 5 digital sales trends that every ambitious brand should know about and embrace:


Shift to a Personalised and Authentic Approach 

Over the past years, there was a huge focus on making the sales process more efficient. Software Solutions and Artificial Intelligence (AI) were deployed to achieve this goal. While the use of these applications meant greater efficiency, it also introduced a downside – “reduced personal interaction”.

How you can build strong and personal relationships with your customers?

It all drills down to creating memorable customer experiences by having real conversations. Focus on acting authentically. Your goal should be to make it as engaging as possible for your customers.


Yes – More Automation, please  

In contrast to the previous trend, you can also expect companies to invest more in AI solutions. Technology still enables you to collect important insights about customer behaviour and can help you automate everyday tasks.

How can AI empower you to develop a more informed strategy?

Think about how you can use your data to shift to a more personalised approach. A combination of personalised interaction and AI-assisted decision-making is a delicious recipe for success.


Selling Through Social Media 

You might have already noticed how social media is becoming a more integrated part of companies’ sales strategies. More sales reps are looking to connect and build relationships through social selling tools and digital platforms.

What do you need to watch out for?

LinkedIn continues to create new features that will help professionals connect and do business together. The platform makes it easier for sales professionals to follow up and connect with potential customers. You don’t want to miss out on this opportunity to stay connected!


Turn your Sales Team into “Trusted Advisors” 

Your sales reps can do more than just sell. Take a look at the current top-performing sales companies. They fully understand the importance of becoming a source of reliable and added value content.

What does ‘doing more than just sell’ mean?

What your business needs in these competitive times are strategic partners, also known as “trusted advisors”. This is the person your customer turns to with burning questions or for advice. Your trusted advisor becomes the individual they reach out to in search of a solution.

How do you achieve that?

You need to be perceived as a credible source on industry trends, competition, and strategic solutions. Have your sales reps ask questions and help customers find more effective ways to run their business. This way your sales reps can have a measurable impact on their customer’s bottom line.


Sales and marketing recognise a deep commitment 

How did a marketing and communication department look like up until recently? Well, it was not spectacular. You would find one or more communication employees doing a bit of marketing on the side. These employees were mainly focused on advertising printed collateral and organising business events.

Do you notice something missing?

Not too long ago, collaboration with the sales team was hard to find. Fortunately, many companies realise today that marketing is simply inseparable from sales.

What can you expect from now on?

We already know Sales and Marketing need to join forces to have the greatest success. Companies will start bringing both teams together while using one performance, unified digital platform and an end-to-end process. If you want to maintain your position as a company, you need to start thinking digital to succeed.


LOOKING FOR MORE CONCRETE USE CASES, REAL-LIFE DEMOS AND TYPICAL SCENARIOS?

Discover our upcoming online seminars and events to explore new ways to support your employees.

Online Seminar Advanced Sales Routing for Dynamics 365 CRM

Questions on how your business can start selling smarter?

You can always get in touch for more detailed information about these topics. Don’t hesitate to contact us.

Facebook Messenger has been added as extra digital channel in Dynamics 365 Customer Service

Dynamics 365 Customer Service adds Facebook Messenger

Just before the holiday season kicked off, Microsoft included Facebook Messenger as an extra digital channel for Dynamics 365 Customer Service. Customer support teams will now be able to assist their clients using this popular social messaging channel.

By adding Facebook Messenger, Dynamics 365 Customer Service is extending its omnichannel capabilities. Interaction with your customers on their preferred channel is possible in various ways like email, phone, SMS, live chat and the recently added Facebook messaging app.

Watch demo to learn more about Dynamics 365 Customer Service

Explore Dynamics 365 Customer Service capabilities

Advantages of Facebook Messenger in Dynamics 365 Customer Service

The asynchronous nature of conversations in Facebook Messenger is undoubtedly an important reason for its inclusion and integration within Dynamics 365 Customer Service. Thanks to this asynchronous character, customers experience the convenience of getting their issues resolved as and when they find time.

When using live chat, the session ends when the chat window is closed. With Facebook Messenger, the customer can continue the dialog with a customer service agent through the same window at a later time. Even when it’s started on their desktop and proceeded on their phone, the conversation is continued, creating a seamless support experience.

With more than a billion active users, Facebook Messenger is one of the biggest messaging apps worldwide. Certainly, it’s a platform many costumers are already familiar with.

Other benefits of the fresh integration of Facebook Messenger are:

  • Service agents will access the messaging conversations in Dynamics 365 Customer Service through the same unified interface already used by chat to engage with customers and resolve outstanding issues.
  • Support center supervisors and managers will also get access relevant and detailed reports to identify opportunities to increase efficiencies and effectiveness.

As a wrap for this latest update, we are quoting Erin Amstrup, Product Marketing Manager, Dynamics 365 Customer Service:

“By including Facebook Messenger to our digital messaging offer, customers can contact support organisations via their channel of choice, while simultaneously arming agents with a true 360-degree view of the customer journey and the tools needed to deliver a quick resolution that is consistent across all channels of engagement.”

Read more about Microsoft’s addition of Facebook Messenger in Dynamics 365 Customer Support on their blog.

Get in touch if you would like to know more about Microsoft Dynamics 365 Customer Support or any other Dynamics 365 related question. Stay tuned for more Dynamics 365 news!

Source: Microsoft