MAXIMIZE SALES PRODUCTIVITY

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1 MAXIMIZE SALES PRODUCTIVITY STAY FOCUSED, WIN FASTER, AND BUILD TRUST HAYDEN STAFFORD VICE PRESIDENT: MICROSOFT DYNAMICS GLOBAL SALES

2 THE WAY PEOPLE BUY HAS CHANGED 57% Customers 5.4 Number 1% Chance are 57% through the buying process before they talk to the supplier 1 of stakeholders in average B2B purchase decision 2 of reps getting a response from a cold 3 1 CEB, Sell How Your Customers Want to Buy 2 CEB, 5 Statistics Every Sales Executive Must Know 3 Microsoft, The Dynamic Sales Team

3 A R E S E L L E R S R E A L LY S E L L I N G? 78% Non-selling activities 22% Selling Microsoft, Sell in the Now referencing Pace Productivity, How Sales Reps Spend Their Time

4 X X X X X A P P L I C AT I O N F L I P P I N G LO W E R S P R O D U C T I V I T Y

5 % of productivity is lost when switching tasks Microsoft, Sell in the Now

6 1 E X T R A S E L L I N G H O U R P E R W E E K = $100,000

7 REINVENT PRODUCTIVITY AND BUSINESS PROCESSES BUSINESS TRANSFORMATION DIFFERENTIATION AGILITY COST CREATE MORE PERSONAL COMPUTING BUILD THE INTELLIGENT CLOUD O U R M I S S I O N : E M P O W E R E V E R Y P E R S O N A N D E V E R Y O R G A N I Z AT I O N O N T H E P L A N E T T O A C H I E V E M O R E.

8 O UR BUSINESS SOLUTION FOCUS CUSTOMER ENGAGEMENT SMB SOLUTIONS INTELLIGENT OPERATIONS

9 C U S TO M E R E N G AGEMENT IS F RONT AND CENTER $19.1B GROWING AT 13.3%, CLOUD REVENUE UP 10X IN 6 YEARS #1 CEO PRIORITY

10 C U S T O M E R E N G A G E M E N T S O L U T I O N S F E A T U R I N G S A L E S P R O D U C T I V I T Y MARKET SMARTER SELL EFFECTIVELY CARE EVERYWHERE SOCIAL FOR EVERYONE CUSTOMER ENGAGEMENT Personalized Proactive Predictive C O M P R E H E N S I V E B U S I N E S S & T E C H N O L O G Y P L A T F O R M

11 SALES PRODUCTIVIT Y IN THE MODERN WORKPL ACE T R A N S F O R M S E L L E R S I N TO TO P P E R F O R M E R S STAY FOCUSED WIN FASTER BUILD TRUST

12 Focus on the right prospects and customers STAY FOCUSED Improve visibility into sales performance Make better decisions based on insights

13 Work more efficiently with seamless, familiar, easy-to-use solutions WIN FASTER Engage and collaborate around strategic deals Work anytime, anywhere

14 Anticipate your customer s needs BUILD TRUST Engage customers at the right time and right place with the right message Interact consistently with customers across touch points

15 Demo Guillermo Ramhorst Technical Solution Professional

16 S A L E S P R O D U C T I V I T Y O P T I M I Z E D T H E M I C R O S O F T WAY Qualify leads with context Develop leads through social tools Propose with faster collaboration and input from experts Close by addressing customer blockers faster Manage to key sales metrics

17 QUALIFY START YOUR DAY IN OUTLOOK Integrate CRM into to reduce application switching. GAIN CUSTOMER INSIGHTS Get a 360-degree customer view. CHECK SOCIAL SENTIMENT Determine your prospect s key issues so your outreach is relevant.

18 DEVELOP USE SOCIAL SELLING Get warm introductions to your prospects through social selling. REACH OUT TO CUSTOMER Click-to-call from within your sales system using embedded communication tools. STAY PRODUCTIVE ANYWHERE Continue to sell and be productive from anywhere, on any device.

19 PROPOSE CREATE SALES PROPOSALS Collaborate more effectively to deliver the best proposal. Bring in experts effortlessly and reduce review cycle time. TRUST INFORMATION IS HIGHLY SECURE Protect information stored on and accessed from any mobile device with device wipe and conditional access to applications.

20 CLOSE DELIVER THE PRESENTATION Deliver amazing presentations in person or remotely and address customer objections on the spot to move forward faster. CONSISTENT SELLING PROCESS Establish guided processes and built-in best practices to ensure customer experience remains excellent through sales close. SIGN THE DEAL Get signatures faster with an electronic signature solution.

21 MANAGE USE DASHBOARDS TO MANAGE SALES OPERATIONS Evaluate the sales pipeline and sales metrics with confidence. VIEW SALES PERFORMANCE Instantly view the overall health of the sales organization to help you focus on the right opportunities.

22 T R A N S F O R M S E L L E R S I N TO TO P P E R F O R M E R S KEY SOLUTIONS Identify high priority prospects easily Gain deep insights from customer data Enable mobile selling Improving the productivity of your sales team shows real results 12% more prospects 60% more productive 15% higher converted sales Microsoft, Sell in the Now

23 ALWAYS EVOLVING Today Tomorrow The future Social Selling Sales Team Collaboration Microsoft Social Engagement* CRM Online 2016 Delve and Office Graph Office 365 Groups Sales analytics CRM Online Cortana & Azure Machine Learning Office 2016 Skype Meeting Broadcast Offline Mobile for CRM Online More connected experiences across Dynamics CRM, Office 365, Microsoft products and beyond Mobile Sales Seamless user experience across devices Predictive Analytics *available in some geographies

24 It is about empowering you as individuals and organizations, across verticals and across every size of business...to be able to achieve more with your business. Satya Convergence 15

25 W E R E H E R E TO H E L P

26 2015 Microsoft Corporation. All rights reserved.

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