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Miller Heiman integrates Scout sales analytics platform with Dynamics 365 Customer Engagement

by MSDW Reporter
Editorial Team,

Miller Heiman Group has integrated Scout, its sales analytics platform, with Microsoft Dynamics 365 Customer Engagement (D365CE). A mobile-first, subscription-based software, Scout uses data and analytics to coach and support sellers to take actions to improve win rates, according to company officials.

Sales organizations that use D365CE can use Scout to boost sales via a structured, proven sales strategy and personalized coaching, officials stated. This is the second integration of Scout with a CRM system, as it already integrates with Salesforce.

Scout provides insights for sales managers so they can focus on opportunities and more efficiently coach their sales teams, stated 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,” Hamerschlag stated.

Miller Heiman made the decision to integrate Scout with leading CRM systems because of customer demand, according to Miller Heiman Group CEO Byron Matthews.

The solution uses a two-way web services integration to pass data back and forth between Scout and the CRM system, according to officials. Added benefits include single sign-on and custom language configuration at the user level.

Microsoft’s own tool, Dynamics 365 AI for Sales, offers a similar value proposition. The application aims to help sales reps increase their conversion and win rates. The tool also provides sales managers with timely feedback and coaching based on seller engagement and productivity metrics, such as time spent with customers, calculated from Dynamics 365 and Office 365 data.

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