For some sales executives, their CRM app just doesn’t provide enough real value for the complexity and high cost. Low sales adoption, rising user subscription fees and a challenging user interface have some sales leaders looking for alternatives. In this session, we’ll discuss CRM that will get sales execs the results they need and deserve. If you’re ready for a change, join us.

1. #AccelerateQTC
Vince Bryden / May 3 2017
CRM for the Quota Busting Sales Exec

2. Dynamics Sales/Strategy, Microsoft
Vince Bryden

3. ‘Modern’ selling is different
57%
70%
67%
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.
CEB, “5 Statistics Every Sales Executive Must Know,” 2014.

4. Challenges At Every Level of Sales
Reps
Not working on the right leads
Building relationships with power
Staying productive
Accurate view of team activity
Driving consistency
Ramping new reps quickly
Managers
Aligning strategy with marketing,
finance
Profitable sales execution
‘Next Generation’ sales planning
C-Suite

5. 5
Addressing Key
Challenges for Reps
Not working on the right leads
Building relationships with power
Staying productive

6. Intelligently prioritize and nurture the right leads
Who is most likely to convert?
Your leads are scored, so you know
which leads to target.
What is the predicted conversion rate?
For a range of lead scores, Predict tells you what
the likely conversion rate is.
Predict - lead scoring

7. Predict uses Versium’s LifeData® warehouse and identifies new prospects that match customer
profiles you consider successful
Predict - Prospecting

8. Predict - Modeling
See how targeting different score thresholds is likely to affect
conversion rates

9. Microsoft Dynamics 365
9
• View LinkedIn account and
customer profiles within Dynamics
365.
• Lead recommendations are
provided in Dynamics 365 for Sales.
• Display people within your company
who are connected to your
prospect.
Linkedin Navigator Integration

10. • Follow email opens, reply
rates, link clicks and
attachment opens with
location and device info
• Best-time to send, delayed
delivery and email reminders
• Recommended templates by
analyzing performance of each
template. Know exactly what
resonates
10
Message Tracking / Analytics

11. 11
Email text extraction Upcoming activities Relationship Analytics Web Enrichment
30+ Actionable Intelligent Cards
Relationship Assistant

12. 12
Addressing Key
Challenges for
Managers
Accurate view of team activity
Driving consistency
Ramping new reps quickly

13. Automatic Data Capture
13
• Automatically capture
Exchange activities in
Dynamics 365
• ‘One-Click’ tracking of emails
and record relationships
with new Outlook App for
Dynamics 365
• Capture and recommend
Contacts and Stakeholders
based on Exchange activities

14. Guided Sales Process Flows
14
• Drive data and execution
consistency across your sales
processes
• Run additional workflows on
entry/exit of a stage
• Set up multiple processes to
satisfy needs of multiple
departments, product lines,
etc.

15. Embedded Learning Paths
15
• Custom in-app help experience
tailored to your company processes
• Drive adoption of new processes
easily with step-by-step
instructions
• Sidebar with full support for rich
content including text, video,
website links and documentation
• Drive different paths depending on
the context of the user (e.g. role,
client, etc.)

16. Integrated Advanced Analytics / Visualization
16
• Use PowerBI to create rich reports and
dashboards across all your Dynamics 365
data
• Pre-created content packs for sales and
service allow you to get started easily
and customize based on your needs
• Ask questions using natural language
(e.g. “What are the top accounts in the
east?”)
• Won and Lost revenue trend, Won vs
Estimated, Won by
Industry/Region/Territory, Pipeline, etc.

17. 17
Addressing Key
Challenges for
C-Suite
Aligning strategy
Organization planning
‘Next Generation’ sales

19. “With Microsoft Dynamics 365 and Cortana Intelligence, we can analyze incredible volumes of
social content, allowing us to understand our customers and act proactively and positively faster
than ever before.”
Paul Hume, Head of Technology Development at Marston's PLC

20. Marston’s Customer Insights
Intelligence ActionData
Table Reservations
Vouchers
Customer Surveys
Service Incidents
TripAdvisor Reviews
Weather
Customers
Room Reservations
Lifetime Value
Satisfaction
Booking Trends
Spending Trends
Demographics
Occupancy
Service Reputation
Personalized Service
(Wait Staff)
Business Insights
(House Manager)
Targeted
Communication
(Marketing Staff)

21. Insight into pub
performance.
Customer Insights

22. Insights into customer
preferences and
satisfaction levels.
Customer Insights

23. Insights to deliver personalized
experiences to each customer.
Customer Insights

24. Common application platform: PowerApps, Microsoft Flow, Common Data Service
Microsoft AppSource
Dynamics 365
Microsoft Dynamics 365