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A New Age of Selling

Deliver amazing customer experiences and drive sales productivity

PowerObjects

12/4/2014

Agenda

Welcome

About PowerObjects

Introductions

Sales Productivity – Trends

Sales Productivity – Demonstration – Microsoft Cloud

Q&A

Closing

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Introductions

Steve Kane – Director of Sales

steve.kane@powerobjects.com

301.996.4486

Robert Justen – Solution Design Consultant

Robert.Justen@powerobjects.com

5

The way people buy has changed

Customers are

57%through the buying

process before they

talk to you-CEB, The New High

Performer Playbook

9 of 10business buyers say

when they are

ready to buy, they

will find you-IDG Enterprise

“”

Customer focus brings results Companies that deliver amazing customer experiences win

S&P 500 index

+14.5%

Customer Experience Laggards

-33.9%

Customer Experience Leaders

+43.0%

5-year stock performance of Customer Experience leaders vs. laggards vs. S&P 500 (2007-2012) Showing cumulative total return.

Watermark Consulting, “The Watermark Consulting 2013 Customer Experience ROI Study”, 2012, www.watermarkconsult.net

Outdated technology can’t help you today

Originally created for

reporting purposes

Not designed for a

social/mobile world

Lack productivity

capabilities

9

A modern experience will help you sell effectively

Outcome-driven user

experience promotes

adoption

Embedded business and

social data power insights

Collaborative selling wherever you are

How salespeople deliver amazing customer experiences to close more deals, faster

Zero In. Win Faster. Sell More.

Zero In and focus on what matters most

It should be easy to see what is most

relevant so salespeople can prioritize their

work

Sellers need quick access to vast amounts

of information (corporate and external

data) across multiple sources

Salespeople are challenged to engage in

new ways as customers no longer want to

be sold to

8%higher win rates

when sales reps are

provided internal

AND external data

-CSO Insights

Win Faster by creating personal, targeted experiences

12

Salespeople must be constantly

connected and incredibly agile

Customer behavior has changed and so

have buying expectations

Social sellers are

51%more likely to reach

their quotas than non-

social sellers.

-LinkedIn

Sell more when you work like a network

13

They need to bring together the right

resources and the right people no

matter where they are

Sales no longer happens in a silo,

salespeople need to tap into the power

of their social, organizational networks 37%Increase in project

collaboration through

the social network

-Yammer Business Trends

Customer Survey 2013

Sales reps at Trek Bicycles ride into new eraIntegrated CRM solution supports customer relationships

14

“All of a sudden it was like, BOOM—all of this information is all

in the open, transparent, things were getting done because

everyone had a new kind of awareness.”

Steve Novoselac, BI and .NET development manager, Trek Bicycles

BeforeWhen outside sales reps

left, it took years to

rebuild the depth of

knowledge they had

established with the bike

shops.

TacticsMicrosoft Dynamics

CRM Online helps sales

reps communicate and

connect to key data like

previous retailer

interactions. This helps

support their sales goals

Results• Provides complete view into

customer and account

information

• Sales reps save time gathering

info for customer meetings

• 95% employee adoption of

Yammer to drive idea sharing

DemoIntegrated Sales Productivity solution supports customer relationships

15

Measurable results Microsoft customers are improving sales

LV=Broker reduced sales

administration time by

66% by automating

previously manual tasks.

Garanti Pension and Life improved

the efficiency of its individual

agents by 25%, resulting in an

80% increase in net asset value.

ISS Belgium increased sales conversations by 6%

The Portland Trail Blazers use Microsoft Dynamics CRM to run entire sales campaigns, one of which resulted in 1,000 new season ticket holders —more than $2 million in revenue — in a single day.

Godrej & Boyce Manufacturing Company increased sales by 90% with improved visibility across sales applications.

Why customers choose Microsoft

Sell effectively

Work like a networkAnalytics for everyone

User experiences that drive business results

Secure, enterprise grade cloud

World-class productivity & collaboration

Unmatched value

Be productive wherever you are