Sales with microsoft dynamics crm 2016
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The document discusses how modern sales tools can help sales teams increase productivity, focus on the right prospects, and win deals faster. It provides statistics showing the benefits of lead scoring, mobile CRM solutions, and social selling. The remainder of the document describes features of the Microsoft Dynamics CRM platform that enable personalized, proactive, and predictive customer engagement through opportunities management, social selling, sales intelligence, content collaboration, mobile apps, and gamification tools.
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Sales with microsoft dynamics crm 2016
- 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 Customer engagement
- 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. Gamification Motivate sales reps through creative and fun team-based competitions, with FantasySalesTeam, from Microsoft. Business process management Built-in best practices ease on-boarding of new sales reps and standardize customer engagement. Planning & management
- 14. Allow reps to earn points for any activity Use team based competition to change the culture Make results highly visible to hold everyone accountable Drive CRM adoption while reducing operational hassle
- 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.