Heidi Tucker, Vice President of Global Alliances, regularly contributes articles to MSDynamicsWorld.com on topics of interest to the Microsoft Dynamics community. Her most recent series has been on the topic of using data and insights for strategic advantage to generate revenue and stay ahead of the competition. InsideView augments Dynamics 365 with the type of data and insights she writes about through our offering, InsideView Insights. You can learn more here.

The posting below is an excerpt from the original article published on MSDynamicsWorld.com on April 26, 2019.

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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.

What are your sales triggers?

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 ground.

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? These are just a few examples of common triggers in business-to-business sales

Click here to view the full content and learn how different types of news and events can signal whether it is a good or bad time to sell to a prospect.