Integrated Sales Analytics and Coaching to Help Even More Sellers “See the Move That Moves the Deal” to Increase Their Odds of Winning
Miller Heiman Group, the world leader in improving sales performance through training, consulting, technology and research, announces the launch of a transformative new integration with Microsoft Dynamics 365 for its sales analytics platform, Scout.
Scout by Miller Heiman Group, powered by the Strategic Selling with Perspective and Conceptual Selling sales methodologies, uses data and analytics to coach and support sellers to take actions that will improve win rates. The mobile-first, subscription-based software leverages the Strategic Selling Blue Sheet – an iconic resource that has helped millions manage complex sales – to guide sellers through the methodology, engage buyers in a compelling way and help win active opportunities.
The integration will give sales organizations that use Microsoft Dynamics 365, a family of intelligent business applications that include one of the market’s leading customer relationship management (CRM) platforms, the opportunity to use Scout to improve sales performance with a structured, proven sales methodology and personalized coaching.
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Expanding Scout to integrate with leading CRMs came from marketplace demand, according to Miller Heiman Group CEO Byron Matthews. “When Scout launched in 2018, the positive feedback we received from clients was overwhelming; they all wanted technology to reinforce their methodology. With today’s launch of the Microsoft Dynamics 365 integration and the existing Salesforce integration, Miller Heiman Group now seamlessly connects Scout to the largest segments of the CRM universe. This growth is pivotal to helping the sales industry better monitor pipeline, utilize data and grow revenue.”
This adds to the existing integrations already available for Scout, with Salesforce, via a two-way web services integration. Customers can also purchase Scout as a standalone product without connectivity to a CRM.
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“For sales managers, Scout provides real-time insights, allowing them to focus on opportunities that need attention now and coach sellers in a more effective and personalized way,” said Dana Hamerschlag, chief product officer at Miller Heiman Group. “For sales leaders, Scout illuminates the repeatable sales strategies that most closely correlate with higher win rates, larger deal sizes and faster close times, enabling organizations to replicate best practices quickly. “
Both integrations—Microsoft Dynamics 365 and Salesforce—feature configurable two-way RESTful integration handling both asynchronous and real-time data syncing to enable rapid scaling. Added benefits include single sign-on and custom language configuration at the user level.
Scout is unique in the marketplace, in that it brings together proven sales methodology with technology to address the frustrations organizations have with modern CRM systems. Integrating Scout with a company’s existing CRM system enables sales organizations to focus on true selling activities, and minimize time on administrative tasks or data entry.
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