Dynamics CRM Sales Productivity
-
Upload
carloscastan -
Category
Documents
-
view
49 -
download
0
Transcript of Dynamics CRM Sales Productivity
Sell Effectively Drive sales productivity and
deliver amazing customer experiences
With Dynamics CRM & Power BI & O365
DataWorks LLC
Microsoft Cloud Champion Partner
“Microsoft One Concept”
Single Comprehensive Application Platform
To Manage All Business Productivity Processes
CRM – For Sales & Customer Service
Collaboration & Mobility
Business Intelligence & Analytics
Average B2B purchase decisions have
Stakeholders
5.4
Customers are
57%through the buying process before they talk to the supplier
Sales experience drives
53%of customer loyalty
Reps have a
1%chance of getting a
response from a cold email
Sales reps are
less productive without access to mobile CRM
apps
15%
Workers lose
of their productivity when they switch tasks
40%
Reps only retain
30%of training content
within 1 week
Reps spend more than
of their time on non-selling activities
75%
CustomerPersonalized information
Right time, right place
Trusted advisor vs “seller”
Sales RepHigh-quality leads
Customer & competitor insights
Collaboration & communication
Sales LeadershipNew accounts
Sales insights & visibility
Sales rep onboarding & retention
What’s top of mind for sales leaders
Sell more
Zero in
Win faster
8% higher win rates
when sales reps are provided
internal AND external dataCSO Insights
Zero in
Focus on the right prospects and customers
Improve visibility into sales performance
Make better decisions based on insights
Win faster
Social sellers are 51%more
likely to reach their quotas than
non-social sellers. LinkedIn
Develop a team of ‘A’ players leveraging best practices
Free sales reps to work anywhere anytime
Drive ongoing customer engagement with insights
Sell more
37% increase in project
collaboration through the
social network Yammer
Work together as a network to increase impact
Connect and communicate in real-time with customers and colleagues
Tap into the collective wisdom of the entire organization
Key capabilities of Sales Productivity
Accounts & Opportunities
Collaborative Selling
MobileSales
Planning & Management
Customer Insights
Sales Analytics
Office 365 and SalesIncrease productivity with familiar, intuitive
solutions like CRM for Outlook, immersive
Excel, and embedded OneNote inside the
Sales solution
Guided sales processImprove execution by guiding sales reps
toward desired outcomes with contextual
recommended next steps
Customer 360Gain visibility into past and planned
customer interactions and activities across
marketing, sales, and service
Accounts & opportunities
Social listeningWin faster by using social to identify and
act on buying signals and create leads and
opportunities based on social posts, using
Microsoft Social Engagement
Enriched customer dataZero in on the right customers with the right
message using accurate, real-time company
and contact data, news, and events from
Insights, powered by InsideView
ConnectionsIncrease response rates by reaching out to
new contacts through mutual connections
surfaced by Insights, powered by InsideView
Customer insights
Strategic sales planningMaintain a strategic focus by tracking
industry trends, customers, and
competitors
Sales performance visibilityMonitor sales performance and provide
coaching, reinforcement, and rewards
Sales process managementBuilt-in best practices ease on-boarding of
new sales reps and standardize customer
engagement
Planning & management
Document collaborationCreate winning proposals and
presentations as a team with document
management and real-time co-
authoring and sharing
Enterprise social networkingHarness the collective wisdom of the entire
organization by discovering and sharing
ideas about customers via Yammer
Communication toolsReach experts throughout the organization
with contextual presence, IM, voice, video,
and online meetings via Skype for Business
Collaborative selling
Tablet and phone appsMake every second count and increase
productivity by enabling sales reps to work
seamlessly across tablets and phones,
guided by business process
Voice commandsQuickly manage data using intuitive natural
language voice commands to create new
records, schedule meetings, set reminders,
and find information
CRM for OutlookWork anywhere anytime with an intuitive,
familiar solution that provides seamless
support across offline and online
Mobile sales
Live dashboardsTrack data for the overall business in one
place and monitor progress against KPI’s
Interactive reportsDrill through to underlying reports to
explore and discover new insights
Simplified explorationAsk questions and interact with data in
new ways with natural language query
Sales analytics
ProductivityBoost sales rep productivity with immersive Excel experience,
embedded OneNote*, and email tracking from any Outlook
app.
Social salesTurn social into a sales channel with the ability to generate
leads or opportunities from social posts.
Mobile salesDeliver seamless user experience across mobile devices.
Follow progress against your sales process and visualize your
sales data on your tablet and phone.
Sales analyticsTrack and analyze sales performance with mobile apps, live dashboards, visual data exploration, and out-of-the-box connectors for Microsoft Dynamics CRM Online.*
User experienceIncrease user adoption with one-click navigation to page
sections, global most recently used records and views lists,
and new UI themes.
* Available as preview
Why Sales Productivity by Microsoft
Productivity
Increase productivity with
business process guidance
UI, immersive Excel,
embedded OneNote, and
CRM for Outlook.
Anywhere anytime
Win faster with on the go
solutions like seamless
phone and tablet apps,
CRM for Outlook, and
Power BI for desktop and
mobile.
Insights
Focus on the right
priorities, customers, and
messages, by using
contextual insights based
on sales data, social, news,
events, and connections.
Collaboration
Work together like a
network with document
management and co-
authoring, enterprise social
networking, and
communication tools, all
within context of the work
being performed.
Learn more
Explore
Participate in animmersion experience (CIE)
• In-context social feed
• Flexible, collaborative
workspace for teams
• Find related documents,
conversations, and people
• Accounts & opportunities
• Customer insights
• Planning & management
• Collaborative selling
• Mobile sales
• Sales analytics
• CRM for Outlook
• What-if analysis and note
sharing with embedded
Excel & OneNote
• Document management
and co-authoring
Power BI forOffice 365
• Automatic CRM call logging
• In-context real-time
presence
• Instant messaging
• Voice & video conferencing
• Self-service sales analytics
and planning
• Access to insights through
dynamic visualization
• Natural language Q&A
Get started with Microsoft Services
Deployment, adoption, and use of Microsoft
Dynamics CRM Online, Office 365, and Power
BI.
Integration of existing sales processes and
applications your salespeople use every
day.
Microsoft Services can
engage with you to driveSales Productivity
Accelerator
Prove out the value of
Microsoft’s Sales
Productivity story in 4
weeks with Microsoft
Services, Dynamics CRM
Online, Office 365, and
Power BI.
Alignment of your customer engagement
strategy with business objectives and
technology capabilities.
www.microsoft.com/services
Sales Productivity Promotion
(*) Net promotional prices after discounts applied. Shown per user per month in USD. Actual pricing might vary by geography and by channel. Other fees may apply for add-on services such as additional storage, testing and production instances. Prices are exclusive of any fees you may incur to procure Internet connectivity. Prices subject to change without notice.
Sales Productivity Promotion
for Office 365 Customers
Customer stories
Foster collaboration to deliver
distinctive client experience
Proactively engage clients
with insights around
emerging industry trends and
issues
Increase wins by 39%, deal
size by 36%, and number of
opportunities by 450%
“We can use data to make data-driven
decisions and communicate to our
teams using actual data. Everyone here
is very smart, but the additional insights
— based on a single shared version of
the truth — make us all smarter.”
Rick Stow
Head of Client Relationship Management
Grant Thornton
Complete view into customer
and account information
Reduce prep time for
customer meetings
Drive idea sharing with 95%
adoption of Yammer“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
6 month implementation,
integrating several legacy and
homegrown systems to establish
a central customer record
Used by over 1,300 employees
companywide
Improved collaboration and
productivity
Better customer experience
CSX
“Using Dynamics CRM, we can do
more team selling and cross-selling
across our business groups to offer
customers the best fit of services.”
Vicki Burton
Director of CRM
CSX