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- 3. What’s top of mind for sales leaders Communication Square LLC
- 4. Microsoft Dynamics 365 Common application platform: PowerApps, Microsoft Flow, Common Data Model Microsoft AppSource Communication Square LLC
- 5. Empowering sellers to drive personal engagement with their customers Personal Engagement Customer Management Actionable Insight Sales Performance Seller Customer Manager Communication Square LLC
- 6. Microsoft custom research on digital transformation of sales, 2016
- 7. Microsoft custom research on digital transformation of sales, 2016
- 8. Microsoft custom research on digital transformation of sales, 2016
- 9. Microsoft custom research on digital transformation of sales, 2016
- 11. Empowering sellers to drive personal engagement with their customers Personal Engagement Customer Management Actionable Insight Sales Performance Seller Customer Manager Communication Square LLC
Editor's Notes
- https://www.communicationsquare.com/
- Sources: 57%, 5.4: CEB, “5 Statistics Every Sales Executive Must Know”, 2014, http://www.executiveboard.com/sales-blog/5-statistics-every-sales-executive-must-know/ 60% Microsoft & CSO Insights – How to Build a World Class Sales Organization, https://www.microsoft.com/en-us/dynamics/insights-sales-organization-whitepaper-download, 2015 40%: Microsoft “Sell In The Now - How to make your sales team more productive” 70%: CEB https://www.executiveboard.com/blogs/why-youre-losing-competitive-advantage/, 2015
- How can you decrease the burden and build engagement while pursuing increasingly complex sales? The key to long-term success in this new environment is freeing up salespeople to focus on engaging, developing, and building customer relationships. It means that sales leaders need solutions that help salespeople grow business, stay focused, and win faster. Let’s examine how Microsoft & Dynamics 365 helps sales professionals do just that.
- What makes Dynamics 365 unique is that it harnesses the power of One Microsoft. Deep integration between Dynamics 365 and Office 365 brings together the two worlds of business process and personal productivity. We surface familiar tools like Excel and Word within the context of business processes, significantly increasing productivity and decreasing context switching. Power BI and Cortana Intelligence are natively embedded into Dynamics 365 business applications for predictive insights, prescriptive advice and actionable next steps. Additionally, Azure IoT brings device data to enable preemptive action in business functions like field service. Businesses can also adapt and innovate in real-time with a common data model and an extensible business application platform, including PowerApps, Flow and Power BI Embedded. Microsoft AppSource has also been introduced, allowing business users to easily find and evaluate line of business SaaS applications from Microsoft and our partners, across Dynamics 365, Office 365, Cortana Intelligence and the Azure platform. EXAMPLES TO ROMANCE ON THE VALUE OF DYNAMICS 365- Data has become the new currency, and organizations create and have access to more of it, and faster than ever before. The challenge is how to transform it into intelligence that generates action and drive outcomes. Dynamics 365 will allow organizations to adopt individual business apps such as Marketing, Sales, Service and Operations, but as organizations adopt more of the apps, synergies will be unleashed in the form ‘Intelligent Business Processes’. This will help proactively guide employees & customers to generate optimal outcomes. As an example – you can adopt Sales for Salesforce Automation, create quotes with standard prices and so on…. But if you have both the Sales and Operations Apps the pricing that will show up when you quote customers will consider tax rules, pricing & discount calculations from the Operations App, and it will automatically impact the inventory and manufacturing forecasts in the Operations App for more accurate and cost effective planning. Another example could be derived from Project Service Automation. Project teams can use it as standalone app in close alignment with Office 365, but when combined with Operations, the time and expense reports that project members submit, will automatically go to account, HR and Payroll systems, and Project Accounts will be automatically updated for Finance in the Operations App. It sounds basic… but the fact is that the classic delineation between CRM and ERP has created a separation in data and processes. Dynamics 365 breaks down this separation, and our business platform strategy together with CIT and IOT is centered on enabling this to new levels.
- Know exactly which leads to go after with lead scoring and prioritization that show a lead’s likelihood to convert and likelihood to contact, based predictive intelligence. Sell smarter with signals from Office 365 and Dynamics 365 that reveal relationship health, risk, and next best action, allowing your sales team to focus on the most important prospects and customers. Live, pre-built dashboards and reports have drill-through, interactive, and visual capabilities ensure that actionable insights are easily accessible so sales teams can make better, faster decisions. Increase opportunity size while building trust with cross-sell recommendations tailored to your customer’s needs.
- Tracking the interactions a recipient of your latest email, such as open, reply and if they opened your attachment, allow you to stay on top of your email and prioritize those prospects or customers that are most engaged. Find more high-quality leads by using social to identify and act on buying signals and create leads based on social posts. See a snapshot of social activities through embedded buzz volume, trends, and sentiment analysis. Reach out to new contacts through mutual connections and see response rates soar. The relationship assistant empowers your sales and service teams to engage with customer delivering business value goals by having all relevant details at their disposal without having to navigate between a variety of applications. Reduce the time your sales team spends searching for and creating personalized sales documents with real-time co-authoring. Work together to co-author documents, such as sales proposals, in real-time. Provide access to the sales documents directly from the opportunities you are working on and enable simultaneous collaboration and editing of those documents. Real-time presence shows where the co-authors are working in the document. Additionally, see changes to content as they happen. Tap into the collective wisdom of the organization, whether it’s sharing meeting notes with the sales team or finding answers from experts across geographies and functions. Easily share conversations, events, notes, and documents with colleagues, even if they aren’t users of Dynamics 365 for Sales. Embedded OneNote facilitates note taking and sharing directly from within the sales application. Easily capture pictures and hand-written notes for sharing with the sales team. Relevant content comes to you based on what you are working on and who you’re are working with. No need to waste time searching for or requesting and waiting for that presentation your colleague presented recently.
- Qualify leads and close deals quickly when you stay informed about your account with accurate 3rd party firmographics, news, and compelling events. Increase visibility and productivity with your sales channels by using Partner Hub to manage opportunities, communications, and resources. When you connect, discover, and share ideas, you close more deals. Sell smarter - anytime, anywhere, even offline. Work on the go with rich, modern mobile apps that provide contextual news, social data, and task flows for quickly completing frequent activities. Quickly manage data using intuitive natural language voice commands to create new records, schedule meetings, set reminders, and find information. Get work done anytime, anywhere with intuitive, familiar apps for tablet and smartphone that work online or offline. Get work done even when there is interruption in connectivity. Salespeople can create, update and delete records while offline. Automatic playback of offline actions helps synchronize local changes. The mobile apps provide a seamless user experience when switching between connected and disconnected modes. Optimize your sales efforts with process automation and a guided sales process based on best practices. Know what steps to take next to close deals faster with embedded business process. Ease on-boarding and increase user adoption with rich, context-sensitive help and guidance across the web and mobile apps. Recruit, onboard and strengthen your partner channel through deeper enablement and activation. Accelerate your partnership’s time to revenue and work to reach the strategic goals of your channel strategy. With the partner dashboard, give partners a quick view of their interactions across opportunities, cases, and other relevant information that their vendor has granted access to. Provide early pipeline visibility to vendors through deal registration, which provides deal protection and authorization for additional discounts, rebates, and benefits to help win the deal. Allow multiple partners to collaborate on the same opportunity to maximize selling and implementation experiences.
- Ease on-boarding and align sales behavior with best practices by using business process management and interactive help and documentation. Hit your numbers by setting goals, monitoring results, and providing feedback and coaching in real-time. Quota setting and analytic dashboards allow sales managers to set goals, monitor results, investigate deviations from plan, and take corrective action. Conduct what-if analysis with immersive Excel and pre-built templates, all without leaving the business application. Increase performance, productivity, and adoption of business applications with Gamification. Fun, engaging team-based competitions motivate employees to achieve pre-defined metrics and encourage more and longer participation. Hold everyone accountable by making results highly visible with web, mobile, and TV monitors.
- To enable organizations to digitally transform, to grow, evolve and transform to meet the changing needs of customers and capture new business opportunities we’re delivering Microsoft Dynamics 365 – the next generation of intelligent business applications in the cloud. Designed to be personalized, enable greater productivity, deliver deeper insights and adapt to business needs, these applications break down the silos between CRM and ERP and bring together the full power of Microsoft across productivity, advanced analytics, Power BI and IoT, with the strength of Azure and a new application platform and common data model, to help organizations accelerate their digital transformation. Dynamics 365 completes Microsoft’s intelligent business cloud. It brings together their industry leading CRM and ERP cloud offerings into one cloud service with specific, purpose built, applications that are designed for roles, industries and key business functions, including: Sales, Customer Service, Finance, Field Service, Operations, Marketing and Project Service Automation. These applications can be deployed independently, so organizations can start with and pay only for what they need and grow at their pace to run their entire business in the cloud. It enables greater productivity by bringing together the two worlds of business process and personal productivity. Dynamics 365 deeply integrates with the familiar Office 365 applications enabling them to use their productivity applications in the context of their business processes, roles and jobs. It delivers deeper business intelligence by natively embedding Power BI and Cortana Intelligence to help companies achieve their business goals with predictive insights, that proactively guide employees and customers to optimal outcomes. It introduces an adaptable platform with the new common data model and extensible business application platform to enable organizations to transform at the speed of business to meet to market demands and innovate in real-time. Role based solutions built to deliver customer engagement
- Today, the process of engaging customers can't be one-size-fits-all. It needs to be adaptive across all touch points and within the context of who your customer is and what they are doing. Microsoft Dynamics enables your company to build customer trust, loyalty, and insight, while also enabling your sales, service, and marketing professionals to be as productive as possible. With Dynamics 365, we help your company deliver exceptional customer experiences. https://www.communicationsquare.com/
- Sales leaders want technologies that directly enable reps to sell more. The more directly a digital technology enables sales rep performance, the greater value sales leaders assign it. The sales function is about building personal relationships with customers. These relationships provide insights and new opportunities. With the new Relationship Insights capabilities, sellers will be able to define customer engagement and use insights to deliver the next best engagement. Relationship analytics: Using rich signals from Exchange and Microsoft Dynamics CRM you are able to automatically determine relationship health, risk and next best action, allowing your sales team to focus on selling to the right account at the right time. Email engagement: Tracking the interactions a recipient of your latest email, such as open, reply and if they opened your attachment, allow you to stay on top of your email and prioritize those prospects or customers that are most engaged. Auto capture: Automatically capturing data from email eliminates manual entry and ensures that relationship data is kept up-to-date. Relationship assistant: The relationship assistant empowers your sales and service teams to engage with customer delivering business value goals by having all relevant details at their disposal without having to navigate between a variety of applications. If you have a distributed sales organization, Partner Hub allows you to manage your partner lifecycle gaining visibility into partner opportunities, providing deal management and exposing field and project service functionality to your partners to improve partner loyalty and increase channel sales. Partners can include resellers, distributors, VARs, agents, dealers, OEMs, ISVs, systems integrators, franchisees, brokers, influencers, analysts, manufacturers’ reps, customers, or retailers. Partner lifecycle management: Recruit, onboard and strengthen your partner channel through deeper enablement and activation. Accelerate your partnership’s time to revenue and work to reach the strategic goals of your channel strategy. Dashboard: The partner dashboard gives partners a quick view of their interactions across opportunities, cases and other relevant information that their vendor has provided access. Deal registration: Allow vendors to gain early pipeline visibility through deal registration which provides deal protection and authorization for additional discounts, rebates, and benefits to help win the deal. Multi-partner collaboration: Allow multiple partners to collaborate on the same opportunity to maximize selling and implementation experiences. Layout and manage any business process with easy-to-use interface. Achieve sales goals by creating approval processes for discounts, rebates and more. Kick off workflow in operations when a prospect completes the sales process. And send notifications to manager when a prospect transitions from one stage to another. Configure actionable, rule-based recommendations that help sellers offer the best product bundles. Turn work into play by letting sales reps team up to collaborate and compete in fun, engaging competitions. And with highly visible contest results, sales reps are motivated to perform their best for themselves and their teams, leading to increased sales performance, productivity, and adoption of business applications.
- Sales leaders want technologies that directly enable reps to sell more. The more directly a digital technology enables sales rep performance, the greater value sales leaders assign it. The sales function is about building personal relationships with customers. These relationships provide insights and new opportunities. With new Relationship Insights capabilities, sellers will be able to define customer engagement and use insights to deliver the next best engagement. Relationship analytics: Using rich signals from Exchange and Microsoft Dynamics CRM you are able to automatically determine relationship health, risk and next best action, allowing your sales team to focus on selling to the right account at the right time. Email engagement: Tracking the interactions a recipient of your latest email, such as open, reply and if they opened your attachment, allow you to stay on top of your email and prioritize those prospects or customers that are most engaged. Auto capture: Automatically capturing data from email eliminates manual entry and ensures that relationship data is kept up-to-date. Relationship assistant: The relationship assistant empowers your sales and service teams to engage with customer delivering business value goals by having all relevant details at their disposal without having to navigate between a variety of applications. If you have a distributed sales organization, Partner Hub allows you to manage your partner lifecycle gaining visibility into partner opportunities, providing deal management and exposing field and project service functionality to your partners to improve partner loyalty and increase channel sales. Partners can include resellers, distributors, VARs, agents, dealers, OEMs, ISVs, systems integrators, franchisees, brokers, influencers, analysts, manufacturers’ reps, customers, or retailers. Partner lifecycle management: Recruit, onboard and strengthen your partner channel through deeper enablement and activation. Accelerate your partnership’s time to revenue and work to reach the strategic goals of your channel strategy. Dashboard: The partner dashboard gives partners a quick view of their interactions across opportunities, cases and other relevant information that their vendor has provided access. Deal registration: Allow vendors to gain early pipeline visibility through deal registration which provides deal protection and authorization for additional discounts, rebates, and benefits to help win the deal. Multi-partner collaboration: Allow multiple partners to collaborate on the same opportunity to maximize selling and implementation experiences. Layout and manage any business process with easy-to-use interface. Achieve sales goals by creating approval processes for discounts, rebates and more. Kick off workflow in operations when a prospect completes the sales process. And send notifications to manager when a prospect transitions from one stage to another. Configure actionable, rule-based recommendations that help sellers offer the best product bundles. Turn work into play by letting sales reps team up to collaborate and compete in fun, engaging competitions. And with highly visible contest results, sales reps are motivated to perform their best for themselves and their teams, leading to increased sales performance, productivity, and adoption of business applications.
- The new reimaged user experience is more intuitive and faster to navigate, so salespeople can get the customer insight they need to stay informed and walk into meetings prepared (updated narrow mashup, new icons for quick and easy sync or adding to Watchlist; easy access to Insights, Research or Contacts; expanded view leverages 3 column format that is more consistent with Dynamics 365) The new Discovery center lets sellers search for new prospects and add them to CRM. In addition, they’ve improved some of the administrative tasks for Insights. The user and organizational preferences for Insights is now part of the Dynamics 365 experience. Sales organizations can determine how Insights data syncs to available fields within Dynamics CRM Online using customized field mapping. Suppression of social feeds can be controlled at the admin level so companies can decide if and when they want their sellers to view social data. Additionally, salespeople can view contacts in a familiar grid view that allows for sorting and filtering. They can preview contact information before adding it to Dynamics CRM Online, and they can add multiple contacts at once as well by leveraging multi-sync functionality. Users can also personalize how they want to consume the social media information brought to them by Insights. They can simply drag & drop a column to the desired location on the form.
- With the way technology has advanced over the past decade, it should come as no surprise that massive amounts of consumer data are now being produced on a daily basis. However, the challenge for most companies is most of the data being created exists outside the relationship they have with their customers. Additionally, the data companies possess is often trapped in silos, and many third party solutions are fragmented, expensive and slow moving. Deriving meaningful intelligence from large volumes of complex data can be very challenging. Microsoft provides customers of Microsoft Dynamics 365 for Sales with Versium Predict which solves this challenge. The solution is included at no additional charge for customers in the US and Canada. Predict simplifies the ability to derive value from complex machine learning and predictive analytics models by delivering a simple to understand and act upon predictive score. Versium's predictive analytics models take advantage of proprietary LifeData that contain billions of attributes that significantly increase predictive accuracy. Versium’s predictive scores are the outcome of powerful matching technologies that enable predictive models to utilize enterprise data in combination with Versium’s LifeData. These predictive scores allow sales and marketing organizations to act on a single piece of information, without having to worry about mathematical equations and complex data associations. By combining enterprise CRM data with LifeData, Predict transforms your organization from diagnosing what happened in the past to predicting what will happen in the future, leading to improvements in retention, engagement, and monetization. Predict provides the following capabilities targeted at sales operations and marketing professionals responsible for prospecting and identifying the most important leads: -Predictive scoring to help organizations identify the most important leads to focus on -Predictive prospect list builder to identify new lead -Marketing list validation to ensure accurate and complete data for multi-channel campaigns
- Thanks for joining me today – happy selling! https://www.communicationsquare.com/