sales with microsoft dynamics crm 2016
TRANSCRIPT
Can you really
modernize your
Sales?
CEB, “5 Statistics Every Sales Executive Must Know”, 2014
Microsoft, “The Dynamic Sales Team”, 2013
Customers are
57%through the buying process
before they talk to the supplier
Average B2B purchase decisions have
stakeholders
5.4Reps have a
1%chance of getting a
response from a cold email
Workers lose
of their productivity when they switch
tasks
40%
Reps spend more than
of their time on non-selling activities
67%Approximately
of sales reps consider their jobs to be highly
complex
70%
Microsoft & CSO Insights, How to Build a World-Class Sales Organization, 2015
CEB, Why You’re Losing Competitive Advantage, 2015
Microsoft’s Sell In The Now - How to make your sales team more productive
What’s top of mind for sales leaders
Build trust
Stay focused
Win faster
Lead scoring and prioritization increase
revenue by 24%.
Focus on the right prospects and customers
Improve visibility into sales performance
Make better decisions based on insight
Stay focused
InsideSales.com, The Science of Lead Scoring, Prioritization & Sales Success, 2015
Win faster
Organizations saw a 15% increase in
productivity with mobile CRM solutions.
Work more efficiently with seamless, familiar, easy-to-use solutions
Engage and collaborate around strategic deals
Work anytime, anywhere
Nucleus Research, The Value of Mobile and Social for CRM, 2012
Build trust
Social sellers are 51% more likely to
reach their quotas than non-social
sellers.
Anticipate your customer’s needs
Align buy and sell cycles to drive personalized, proactive engagement
Interact consistently with customers across touch points
LinkedIn, “How do I use LinkedIn for Social Selling” , 2014
https://www.youtube.com/watch?v=e5F-x9u_fb4
Personalized | Proactive | Predictive
Customer engagement
Opportunity Management
Content Collaboration
MobileSales
Planning & Management
SocialSelling
Sales Intelligence
Account and contact management Manage customers and deals all in one place; stay
informed with accurate 3rd party firmographics,
news, and compelling events from Insights,
powered by InsideView.
Guided sellingKnow what steps to take next with embedded
business process UI and an overview of daily
priorities from Cortana.
Collaboration toolsClose more deals when you connect, discover, and
share ideas via Skype for Business, Yammer, Office
365 Groups, and OneNote.
Opportunity management
Buying signalsFind more leads by using social to identify and act
on buying signals and create leads based on
social posts, with Microsoft Social Engagement.
Customer & competitor sentimentGet a snapshot of social activities through
embedded buzz volume, trends, and sentiment
analysis, using Microsoft Social Engagement.
ConnectionsIncrease response rates by reaching out to new
contacts through mutual connections surfaced by
Insights, powered by InsideView.
Social selling
Performance managementHit your numbers by setting goals, monitoring
results, and providing feedback and coaching in
real-time.
GamificationMotivate sales reps through creative and fun
team-based competitions, with
FantasySalesTeam, from Microsoft.
Business process managementBuilt-in best practices ease on-boarding of new
sales reps and standardize customer
engagement.
Planning & management
Allow reps to earn points for any activity
Use team based competition to change the culture
Make results highly visible to hold everyone accountable
Drive CRM adoption while reducing operational hassle
Aberdeen, Gamification in B2B Sales: Is it Time Part 1, http://www.aberdeen.com/research/8988/rr-gamification-sales/content.aspx, 2014Aberdeen, Gamification in B2B Sales: Is it Time Part 2, http://www.aberdeen.com/research/8989/rr-gamification-sales/content.aspx, 2014
Year-over-year growthin deal size was
2xfor sales reps using
gamification
With gamification,
31%more first-year salesreps achieve quota
Best-in-classorganizations are
61%more likely to deploy
gamification
Document authoringCreate personalized sales documents as a
team with Word templates and real-time co-
authoring through Office 365.
Document managementManage contextual CRM documents across
SharePoint, Office 365 Groups, and OneDrive
for Business.
Content discoveryRelevant content comes to you with Delve
based on what you are working on and who
you’re working with.
Content collaboration
Tablet and smartphone appsWork on the go with rich, modern mobile
apps that provide contextual news and social
data, and task flows for quickly completing
frequent activities.
Voice commandsQuickly manage data using intuitive natural
language voice commands to create new records,
schedule meetings, set reminders, and find
information.
Offline solutionsGet work done anytime, anywhere with
mobile apps that work online or offline.
Mobile sales
Predictive analyticsSell smarter with lead scoring from
InsideSales.com, cross-sell recommendations from
Cortana Analytics Suite, and trending documents
from Delve inside CRM dashboards.
Self-service analyticsDiscover new insight with Power BI’s pre-built,
interactive dashboards and reports, advanced
visualizations, and natural language Q&A.
Operational analyticsGain visibility into sales performance with at-a-
glance dashboards and contextual charts inside
CRM.
Sales intelligence
Predictive intelligenceSell smarter with cross-sell recommendations from Cortana Analytics Suite and
trending documents from Delve inside CRM dashboards.
Sales gamification*Have a blast selling with fun and creative sales contests that increase sales
performance, revenue, and user adoption.
Sales productivityBoost sales productivity with familiar and intuitive Office 365 solutions such as Outlook
across PC/Mac/mobile and Word & Excel templates.
Offline appsGet work done anywhere, anytime with tablet and smartphone apps that work online
or offline.
Mobile task flows* Complete frequent business processes faster on mobile apps.
Digital personal assistant*Get a complete and personalized overview of daily priorities, including key sales
activities, accounts, and deals embedded in Cortana.
Redesigned Insights UISpot customer insight faster with a redesigned UI for customer and people data from InsideView that help sales reps engage with relevance.
* Preview only
Qualify Develop Propose Close
https://www.youtube.com/watch?v=-Cd54M4Pusw
Why Sales | Microsoft Dynamics CRM
Productivity
Increase productivity with
business process guidance
UI, immersive Excel,
embedded OneNote, and
CRM for Outlook and
OWA.
Anytime anywhere
Win faster with on the go
solutions like seamless
phone and tablet apps,
CRM for Outlook and
OWA, and Power BI for
desktop and mobile.
Intelligence
Focus on the right
customers with the right
message, by using
contextual customer
insights based on social,
news, events, connections.
Collaboration
Work together as a
network with in-context
document co-authoring,
document management,
enterprise social
networking, and
communication tools.