Learn how to improve sales through better collaboration, tools integration, analytics and social selling techniques. Well beyond a traditional CRM approach

1. Can you really
modernize your
Sales?

2. 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
5.4
Reps have a
1%chance of getting a
response from a cold
email

3. 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

4. What’s top of mind for sales leaders
Build trust
Stay focused
Win faster

5. 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

6. 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

7. 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

9. Personalized | Proactive | Predictive
Intelligent Customer
Engagement

10. Opportunity
Management
Content
Collaboration
Mobile
Sales
Planning &
Management
Social
Selling
Sales
Intelligence

11. 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 selling
Know what steps to take next with embedded
business process UI and an overview of daily
priorities from Cortana.
Collaboration tools
Close more deals when you connect, discover, and
share ideas via Skype for Business, Yammer, Office
365 Groups, and OneNote.
Opportunity management

12. Buying signals
Find 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 sentiment
Get a snapshot of social activities through
embedded buzz volume, trends, and sentiment
analysis, using Microsoft Social Engagement.
Connections
Increase response rates by reaching out to new
contacts through mutual connections surfaced by
Insights, powered by InsideView.
Social selling

13. Performance management
Hit your numbers by setting goals, monitoring
results, and providing feedback and coaching in
real-time.
Business process management
Built-in best practices ease on-boarding of new
sales reps and standardize customer
engagement.
Gamification
Motivate sales reps through creative and fun
team-based competitions, with
FantasySalesTeam, from Microsoft.
Planning & management

14. Allow reps to earn points for any activity
• Phone calls made
• Deal they close of a specific product
• Every $1.00 of revenue they bring in
• Every opportunity they create
Use team based competition to change the culture
• Get employees pushing and relying on each other
• Have top performers rely on lower performers and vice versa
• Allow non-sales employees to “get in the game” by drafting teams
Make results highly visible to hold everyone accountable
• Display results on TV screens around your office or call center
• Trigger video celebrations when accomplishments are made
• Promote access through web and mobile interfaces
• Automate scheduled emails with embedded leaderboards
Drive CRM adoption while reducing operational hassle
• Points are only awarded when reps log activities properly
in Dynamics CRM Online

15. Aberdeen, Gamification in B2B Sales: Is it Time Part 1, http://www.aberdeen.com/research/8988/rr-gamification-sales/content.aspx, 2014
Aberdeen, Gamification in B2B Sales: Is it Time Part 2, http://www.aberdeen.com/research/8989/rr-gamification-sales/content.aspx, 2014
Year-over-year growth
in deal size was
2xfor sales reps using
gamification
With gamification,
31%more first-year sales
reps achieve quota
Best-in-class
organizations are
61%more likely to deploy
gamification

16. Document authoring
Create personalized sales documents as a
team with Word templates and real-time co-
authoring through Office 365.
Document management
Manage contextual CRM documents across
SharePoint, Office 365 Groups, and OneDrive
for Business.
Content discovery
Relevant content comes to you with Delve
based on what you are working on and who
you’re working with.
Content collaboration

17. Tablet and smartphone apps
Work on the go with rich, modern mobile
apps that provide contextual news and social
data, and task flows for quickly completing
frequent activities.
Voice commands
Quickly manage data using intuitive natural
language voice commands to create new records,
schedule meetings, set reminders, and find
information.
Offline solutions
Get work done anytime, anywhere with
mobile apps that work online or offline.
Mobile sales

18. Predictive analytics
Sell smarter with lead scoring from
InsideSales.com, cross-sell recommendations from
Cortana Analytics Suite, and trending documents
from Delve inside CRM dashboards.
Self-service analytics
Discover new insight with Power BI’s pre-built,
interactive dashboards and reports, advanced
visualizations, and natural language Q&A.
Operational analytics
Gain visibility into sales performance with at-a-
glance dashboards and contextual charts inside
CRM.
Sales intelligence

19. Predictive intelligence
Sell 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 productivity
Boost sales productivity with familiar and intuitive Office 365 solutions
such as Outlook across PC/Mac/mobile and Word & Excel templates.
Offline apps
Get 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 UI
Spot customer insight faster with a redesigned UI for customer and
people data from InsideView that help sales reps engage with relevance.
* Preview only

20. Qualify Develop Propose Close

22. 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.