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2 Average B2B purchase decisions have 5.4 Stakeholders Customers are 57% through the buying process before they talk to the supplier Reps only retain 30% of training information within 1 week Cold calls are 97% ineffective Sales experience drives 53% of customer loyalty

3 Customer Personalized interaction Information when, where & how I want it Trusted advisor vs seller Sales Rep High-quality leads Customer insight Competitive intelligence Collaboration & communication Sales Leadership Increased revenue Shorter sales cycles Business insight & visibility Rep onboarding & retention

4 Zero in Win faster Sell more

5 Zero in Use insight-driven decision making Prioritize your work Get smarter with contextual insight 8% higher win rates when sales reps are provided internal AND external data CSO Insights

6 Win faster Develop a team of A players with quality engagements Identify the decision-makers and reduce call prep time Empower reps to stay agile & ahead of the competition Social sellers are 51% more likely to reach their quotas than non-social sellers. Aberdeen Research

7 Sell more Break down the silos to collaborate in real-time Connect and communicate with customers and team members Boost up-sell and cross-sell rates 37% increase in project collaboration through the social network Survey 2013

8 Key capabilities of Sales by Microsoft Dynamics CRM

9 Planning & Management Social & Market Insights Mobile Sales Account & Opportunity Management Collaborative Selling Sales Analytics

10 Maintain strategic focus Continuously evaluate plans based on emerging trends with the market and competitors Proactive management Monitor performance and provide coaching, reinforcement, and rewards Align sales behavior with best practices Embedded business processes ensure sales reps leverage best practices consistently

11 Increase user adoption Increase adoption by aligning with how sales rep want to work Promote best practices Built-in best practices ease on-boarding of new sales reps and roll-out of new processes Complete view of customer interactions Visibility into all customer communications, including marketing calendar and campaigns

12 Know your customers Understand what customers are thinking and walk into every meeting prepared with the right message Timing is everything Improve win rates by monitoring buying signals Maintain a competitive edge Track market developments and social sentiments of competitors

13 Eliminate silos Tap into the collective wisdom of the entire organization with Yammer, directly within the CRM record Enlist experts Easily enlist experts throughout the organization with integrated communication tools Reduce sales cycle time Create winning presentations and quotes with less time and effort with Office365

14 Make every second count Increase productivity by enabling sales rep to work anywhere and anytime Voice-enabled Easily create or find CRM data using voice prompts Unified user experience At-a-glance insights about the overall business and track progress against KPI s, anywhere and anytime

15 Glean insights At-a-glance insights about the overall business and track progress against KPI s, anywhere and anytime Take action Easily investigate and course correct with drill-down, interactive capabilities Conduct advanced analysis Empower sales professionals with powerful tools to conduct self-service analysis

16 What s new in Sales Mobile sales Access CRM data with voice commands. Role tailored dashboards & personalized home page. Navigation by hierarchy. Improved support for disconnected scenarios. Marketing collaboration Visibility to marketing calendar and campaigns, with ability to opt-opt on behalf of customers Guided sales process Enhanced branching logic & automation of business process & rules across all devices Product Families Bundle products & recommend related products for cross-up-sell. Simplify with dynamic product attributes. Sales hierarchies New hierarchical visualizations and roll-ups Power BI templates Prebuilt sales dashboards for advanced data visualization and analysis

17 Market & Social Insights Zero in on the right customer at the right time, with the right messages Business Insights Zero in with powerful, self-service analytics for sales professionals Collaboration Sell more with the power of team-selling and productivity and communication tools User Adoption Win faster with easy-touse solutions like Outlook, Mobile, and business process UI

18 Customer stories

19 Results Complete view into customer and account information Reduce prep time for customer meetings Drive idea sharing with 95% adoption of Yammer All of a sudden it was like, BOOM all of this information is all in the open, transparent, things were getting done because everyone had a new kind of awareness. Steve Novoselac BI and.net development manager Trek Bicycles

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Sell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM

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