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

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

2 Reps spend more than 75% of their time on nonselling activities Workers lose 40% of their productivity when they switch tasks Customers are 57% through the buying process before they talk to the supplier Reps have a 1% chance of getting a response from a cold Reps only retain 30% of training content within 1 week Sales reps are 15% less productive without access to mobile CRM apps Average B2B purchase decisions have 5.4 Stakeholders Sales experience drives 53% of customer loyalty

3 Customer Personalized information Right time, right place Trusted advisor vs seller Sales Rep High-quality leads Customer & competitor insights Collaboration & communication Sales Leadership New accounts Sales insights & visibility Sales rep onboarding & retention

4 What s top of mind for sales leaders Zero in Win faster Sell more

5 Zero in Focus on the right prospects and customers Improve visibility into sales performance Make better decisions based on insights 8% higher win rates when sales reps are provided internal AND external data CSO Insights

6 Win faster Develop a team of A players leveraging best practices Free sales reps to work anywhere anytime Drive ongoing customer engagement with insights Social sellers are 51% more likely to reach their quotas than non-social sellers. LinkedIn

7 Sell more Work together as a network to increase impact Connect and communicate in real-time with customers and colleagues Tap into the collective wisdom of the entire organization 37% increase in project collaboration through the social network Yammer

8

9 Key capabilities of Sales Productivity

10 Accounts & Opportunities Customer Insights Planning & Management Collaborative Selling Mobile Sales Sales Analytics

11 Accounts & opportunities Office 365 and Sales Increase productivity with familiar, intuitive solutions like CRM for Outlook, immersive Excel, and embedded OneNote inside the Sales solution Guided sales process Improve execution by guiding sales reps toward desired outcomes with contextual recommended next steps Customer 360 Gain visibility into past and planned customer interactions and activities across marketing, sales, and service

12 CRM FOR OUTLOOK

13 CRM FOR OUTLOOK

14 CRM FOR OUTLOOK

15 CRM FOR OUTLOOK

16 CRM FOR OUTLOOK

17 CRM FOR OUTLOOK

18 EXCEL

19 EXCEL

20 ONE NOTE

21

22

23 Customer insights Social listening Win faster by using social to identify and act on buying signals and create leads and opportunities based on social posts, using Microsoft Social Engagement Enriched customer data Zero in on the right customers with the right message using accurate, real-time company and contact data, news, and events from Insights, powered by InsideView Connections Increase response rates by reaching out to new contacts through mutual connections surfaced by Insights, powered by InsideView

24 SOCIAL LISTENING

25 SOCIAL LISTENING

26 SOCIAL LISTENING

27 ENRIQUECER LOS DATOS DEL CLIENTE

28 ENRIQUECER LOS DATOS DEL CLIENTE

29 ENRIQUECER LOS DATOS DEL CLIENTE

30 ENRIQUECER LOS DATOS DEL CLIENTE

31 ENRIQUECER LOS DATOS DEL CLIENTE

32 ENRIQUECER LOS DATOS DEL CLIENTE

33 ENRIQUECER LOS DATOS DEL CLIENTE

34 CONEXIONES

35 Planning & management Strategic sales planning Maintain a strategic focus by tracking industry trends, customers, and competitors Sales performance visibility Monitor sales performance and provide coaching, reinforcement, and rewards Sales process management Built-in best practices ease on-boarding of new sales reps and standardize customer engagement

36 ANÁLISIS

37 ANÁLISIS

38 Collaborative selling Document collaboration Create winning proposals and presentations as a team with document management and real-time coauthoring and sharing Enterprise social networking Harness the collective wisdom of the entire organization by discovering and sharing ideas about customers via Yammer Communication tools Reach experts throughout the organization with contextual presence, IM, voice, video, and online meetings via Skype for Business

39 COLABORACIÓN

40 COLABORACIÓN

41 COLABORACIÓN

42 COLABORACIÓN

43 Mobile sales Tablet and phone apps Make every second count and increase productivity by enabling sales reps to work seamlessly across tablets and phones, guided by business process Voice commands Quickly manage data using intuitive natural language voice commands to create new records, schedule meetings, set reminders, and find information CRM for Outlook Work anywhere anytime with an intuitive, familiar solution that provides seamless support across offline and online

44 VIDEO DE CORTANA

45 Sales analytics Live dashboards Track data for the overall business in one place and monitor progress against KPI s Interactive reports Drill through to underlying reports to explore and discover new insights Simplified exploration Ask questions and interact with data in new ways with natural language query

46 Why Sales Productivity by Microsoft Productivity Insights Collaboration Anywhere anytime Increase productivity with business process guidance UI, immersive Excel, embedded OneNote, and CRM for Outlook. Focus on the right priorities, customers, and messages, by using contextual insights based on sales data, social, news, events, and connections. Work together like a network with document management and coauthoring, enterprise social networking, and communication tools, all within context of the work being performed. Win faster with on the go solutions like seamless phone and tablet apps, CRM for Outlook, and Power BI for desktop and mobile.

47 Customer stories

48 VIDEO BAYER

49

50 Sales Productivity Promotion Sales Productivity Promotion for Office 365 Customers (*) Net promotional prices after discounts applied. Shown per user per month in USD. Actual pricing might vary by geography and by channel. Other fees may apply for add-on services such as additional storage, testing and production instances. Prices are exclusive of any fees you may incur to procure Internet connectivity. Prices subject to change without notice.

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have 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

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