Can you really

modernize your

Sales?

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

5.4Reps have a

1%chance of getting a

response from a cold email

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

What’s top of mind for sales leaders

Build trust

Stay focused

Win faster

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

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

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

Personalized | Proactive | Predictive

Intelligent Customer Engagement

Opportunity Management

Content Collaboration

MobileSales

Planning & Management

SocialSelling

Sales Intelligence

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 sellingKnow what steps to take next with embedded

business process UI and an overview of daily

priorities from Cortana.

Collaboration toolsClose more deals when you connect, discover, and

share ideas via Skype for Business, Yammer, Office

365 Groups, and OneNote.

Opportunity management

Buying signalsFind 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 sentimentGet a snapshot of social activities through

embedded buzz volume, trends, and sentiment

analysis, using Microsoft Social Engagement.

ConnectionsIncrease response rates by reaching out to new

contacts through mutual connections surfaced by

Insights, powered by InsideView.

Social selling

Performance managementHit your numbers by setting goals, monitoring

results, and providing feedback and coaching in

real-time.

Business process managementBuilt-in best practices ease on-boarding of new

sales reps and standardize customer

engagement.

GamificationMotivate sales reps through creative and fun

team-based competitions, with

FantasySalesTeam, from Microsoft.

Planning & management

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

Aberdeen, Gamification in B2B Sales: Is it Time Part 1, http://www.aberdeen.com/research/8988/rr-gamification-sales/content.aspx, 2014Aberdeen, Gamification in B2B Sales: Is it Time Part 2, http://www.aberdeen.com/research/8989/rr-gamification-sales/content.aspx, 2014

Year-over-year growthin deal size was

2xfor sales reps using

gamification

With gamification,

31%more first-year salesreps achieve quota

Best-in-classorganizations are

61%more likely to deploy

gamification

Document authoringCreate personalized sales documents as a

team with Word templates and real-time co-

authoring through Office 365.

Document managementManage contextual CRM documents across

SharePoint, Office 365 Groups, and OneDrive

for Business.

Content discoveryRelevant content comes to you with Delve

based on what you are working on and who

you’re working with.

Content collaboration

Tablet and smartphone appsWork on the go with rich, modern mobile

apps that provide contextual news and social

data, and task flows for quickly completing

frequent activities.

Voice commandsQuickly manage data using intuitive natural

language voice commands to create new records,

schedule meetings, set reminders, and find

information.

Offline solutionsGet work done anytime, anywhere with

mobile apps that work online or offline.

Mobile sales

Predictive analyticsSell smarter with lead scoring from

InsideSales.com, cross-sell recommendations from

Cortana Analytics Suite, and trending documents

from Delve inside CRM dashboards.

Self-service analyticsDiscover new insight with Power BI’s pre-built,

interactive dashboards and reports, advanced

visualizations, and natural language Q&A.

Operational analyticsGain visibility into sales performance with at-a-

glance dashboards and contextual charts inside

CRM.

Sales intelligence

Predictive intelligenceSell 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 productivityBoost sales productivity with familiar and intuitive Office 365 solutions

such as Outlook across PC/Mac/mobile and Word & Excel templates.

Offline appsGet 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 UISpot customer insight faster with a redesigned UI for customer and people data from InsideView that help sales reps engage with relevance.

* Preview only

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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.