Dynamics CRM Sales Productivity

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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

Transcript of Dynamics CRM Sales Productivity

Page 1: 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

Page 2: Dynamics CRM Sales Productivity

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%

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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

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What’s top of mind for sales leaders

Sell more

Zero in

Win faster

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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

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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

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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

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Page 9: Dynamics CRM Sales Productivity

Key capabilities of Sales Productivity

Page 10: Dynamics CRM Sales Productivity

Accounts & Opportunities

Collaborative Selling

MobileSales

Planning & Management

Customer Insights

Sales Analytics

Page 11: Dynamics CRM Sales Productivity

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

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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

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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

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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

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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

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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

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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

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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.

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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

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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

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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

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Customer stories

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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

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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

Page 26: Dynamics CRM Sales Productivity

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