Microsoft has flipped the traditional sales model over the past few years, from inside sales teams supporting field sales teams to those inside teams now outnumbering their field counterparts. Today, more than 2,500 digital sellers serve customers from eight sales centers around the world. As more customers move to digital buying, the volume of leads generated has grown exponentially. To keep up, Microsoft Digital Sales turned to Microsoft Dynamics 365 Sales and Sales Insights to scale for increased demand, engage customers remotely, and increase seller productivity.Scaling for increased demandAs millennials move into the ranks of decision makers, they’re expecting digital buying experiences. In response, inside selling increased 89 percent in just four years, according to a 2017 InsideSales.com study. That has resulted in more leads, more contacts, more activities, and more digital channels—and traditional tools and processes no longer meet these new challenges. Microsoft found the answer in its own business solutions, Dynamics 365 Sales and Sales Insights.
