1. Maximize opportunities to win and keep customers
| Dynamics 365

2. Are you making the most of your customer opportunities?
Are we focusing on the right opportunities?
How can we manage our sales pipeline better?
Is everyone able to access the same customer history?
Who are our most profitable customers?
How can my sales team work better on the road?
Do I know my customers better than my competitors do?
Where will the next big opportunity come from?
Speaker notes:
We’re all busy—and it’s a common theme in most workplaces—with people trying to get more done with finite time and resources. For a lot of businesses today, a major challenge is making sure we’re spending our precious time making the most of every business opportunity by maximizing customer relationships. Sales teams need to know if they’re focusing on the opportunities with the best potential; that they are managing their sales pipeline effectively; and they are giving everyone on the team the best tools for the job—wherever they are.
That’s why organizations today are focused on creating great customer relationships – they need to try to reduce complexity and make it easier to maximize opportunities, provide excellent customer experiences, and grow the business.
Are you making the most of your customer opportunities?

3. Why should a smaller business care
Why should a smaller business care? Because customer experience matters now more than ever
It’s what differentiates you
…and in an increasingly connected world, your reputation is more important than ever.
It’s how you win and keep customers
It’s how you grow your business
of all internet users are now active on social media
72%
of internet users trust consumer opinions posted online
68%
of consumers are willing to pay more for a better customer experience
86%
of customers have left a brand due to bad customer service
65%
Why should a smaller business care? Because customer experience is increasingly important for companies of all sizes – across all customer interactions.
Customer experience…
…is what differentiates your business
As you can see in the graphic, 86% of consumers say that they are willing to pay more for a better customer experience. That means that with equal products, they would be willing to pay more for a better experience.
…is how you win and keep customers for the long-term
Customers will switch to competitors if they have a negative experience with your company. In a recent study through our Parature team, we found that 65% of customers have left a brand due to bad customer service.
…is how you grow your business …and in a world where customers are mobile and social, your reputation is more important than ever.
Companies no longer control the dialogue and customers trust opinions from their friends and peers to help them make purchase decisions.
72% of all internet users are now on social media:
68% of internet users trust consumer opinions posted online – Nielsen global trust in advertising
Today you don’t have as many contact points as you used to have, and you have to make every one count. Customers are already 57-70% of the way through the process of making a decision before contacting a potential supplier. source: CEB Marketing Leadership Council. So you have to make every customer touchpoint count.
To thrive in this environment companies of all sizes have to make customer experience a priority.

4. What if you could easily manage customer opportunities as an extension of familiar tools like Office 365?
Differentiate your business by delivering exceptional customer experiences
Focus efforts on opportunities with the best immediate and long-term potential
For a lot of businesses, the tools for managing customer relationships can seem too complicated. But what if you could easily manage customer relationships as an extension of familiar tools like Office 365?
In this presentation, we’ll cover how you can:
Focus on the best opportunities by understanding who the most promising and profitable customers are. And having a clearer picture of which sales opportunities that are most likely to close.
Close sales faster by making your sales teams more productive – enabling them to follow consistent processes and automate repetitive tasks.
Deliver great customer experiences – being more responsive to their needs – and differentiating your business.
And you can do all of this by extending the functionality of familiar tools like Outlook. See in this example how you can quickly identify and act on opportunities from within Outlook…
Close sales faster with more efficient processes and more productive teams

5. Microsoft Dynamics 365 for Sales
Make it easy for people in your organization to get the information needed to deliver great customer experiences
Opportunity Management
Empower your sales team to do their best work from virtually anywhere on any device
Mobile Productivity
Get visibility into your organization to make informed decisions and grow your business
Business Insight
So what is Dynamics 365 for Sales and how does it help your business? Here are 3 key benefits. And then we’ll go deeper into each one to show you exactly how it can help your company.
First, it enables people in your organization to get the information they need to provide exceptional customer experiences
Next, it helps you boost productivity, so your sales team can be more efficient and do great work – from anywhere they need to be
And last, it provides business insight – so you can make informed decisions to keep your business on track and grow sales
Those are some of the main benefits of Dynamics 365 for Sales. Now let’s dive into some examples of how Dynamics 365 for Sales can help your business to make it real.

6. Opportunity Management
To provide customer experiences that set your business apart, it’s really important that anyone on your sales team can easily access consistent, detailed knowledge of customer information and past interactions—all from one centralized location.
For example, think of the impression you have of a company when you call and have to keep repeating yourself each time you talk to a new sales rep. On the other hand, think of the experience of feeling that they really know you and are on top of your latest issues.
Here we’ll look at a couple of examples of how Dynamics 365 for Sales can help address these challenges…
Challenge
Everyone on your sales team needs to have easy access to consistent, detailed customer information—all in one place.

7. Opportunity Management
Solution:
Make it easy for everyone on your sales team to access complete, consistent customer information.
With Dynamics 365 and Office 365, sales teams can easily access information using tools they already know
Give sales a single, centralized source of the truth with all their customer information in one place
Dynamics 365 for Sales makes it a lot easier for businesses to give sales staff access to complete, consistent customer information. This makes life easier for employees and offers a number of benefits to the business. For example…
You can make information readily available to anyone on the sales team with familiar tools. For example, Dynamics 365 for Sales makes it easy to access customer information, and it works seamlessly with other familiar Microsoft applications like the Office 365 suite of tools, including Outlook and Skype for Business.
You can make sure everyone on the sales team has a single source of the truth. A lot of companies have disjointed information—for example, maybe some customer information is written in someone’s day planner, and other data is on a colleague’s Excel spreadsheet, and more is in a report on the company server. With Dynamics 365 for Sales, it’s easy for employees to store and access the latest information in one place.
You can give your sales staff the information they need to deliver personalized customer experiences, which goes a long way toward building customer loyalty. For example, with a complete view of the customers, employees can easily access a customer’s buying history and preferences. They can also provide a more personalized experience with information about family members or their birthdays.
Build trust with customers by delivering personalized experiences no matter who they talk to in your organization

8. Opportunity Management
Solution:
Make staying in touch with customers a seamless part of your sales team’s day-to-day activities.
Review customer information, plan your day, and connect with customers in a few clicks
Use Outlook and Dynamics 365
together for scheduling, tracking, and ing customers
Today, staying connected with customers is the key to building trust and long-term relationships. One big advantage of Dynamics 365 for Sales with Microsoft is that it extends familiar tools like Outlook to make keeping in touch with customers a seamless part of your sales team’s day-to-day activities. For example, everyone on your sales team can:
Perform routine activities, like planning their day, reviewing customer information, and holding online meetings with colleagues in a few clicks.
Use Outlook and Dynamics 365 for Sales together for scheduling customer meetings, keeping track of key milestones, and ing customers to stay in touch.
Engage customers in real-time with IM and online meetings in Skype for Business. This can really help your business stand apart by enabling sales and service employees to be more responsive and to maintain contact with customers.
Maximize opportunities by engaging customers in real-time with online meetings in Skype for Business

9. Mobile Productivity
With an increasingly mobile workforce, sales teams need to be productive anywhere. For example, with salespeople that travel frequently, teams that are geographically dispersed, and a growing number of employees working at least part of the time at home, businesses need to provide tools that make it seamless to work across multiple locations.
Here we’ll look at some examples of how Dynamics 365 for Sales helps boost productivity, whether salespeople are at the office or working on the road.
Challenge
The workforce is becoming increasingly mobile, with a need to be productive anywhere. Salespeople need tools that make it seamless to work across multiple locations, whether at the office, at home, or on the road.

10. Mobile Productivity
Solution:
Let salespeople connect with customer information wherever they are, on whatever device.
With Dynamics 365 for Sales on mobile devices, the sales team can access up-to-date customer info anywhere
Enable sales reps to work seamlessly across their tablets and phones
With Dynamics 365 for Sales, you can let employees connect with their applications and customer information wherever they are, on whatever device. For example, your sales team can:
Enable Sales to get to customer information and act on it wherever they go, with access on the devices they choose, whether PC, laptop, tablet, or phone.
Enable sales reps to get to a consistent Dynamics 365 for Sales experience anywhere, with the ability to work seamlessly across their tablets and phones with Dynamics 365 for Sales mobile apps.
Having mobile access to Dynamics 365 for Sales means the sales team can update information while traveling right from their mobile device. For example, if a sales rep is on the road, they can update customer history and notes in real-time, so everyone accessing the solution gets the latest info.
Let sales reps update information from the road in real-time

11. Mobile Productivity
Solution:
Build winning sales teams by boosting productivity, freeing up more time to spend with customers.
Use consistent, streamlined processes that help sales teams be more productive
Automate repetitive tasks and free up more time to help customers
A big part of winning more business is helping sales teams be more productive—so they can spend less time on routine tasks and more time helping customers. Dynamics 365 for Sales provides easy-to-use process guidance and automation that do exactly that. For example:
It’s easy to create role-specific process guidance that gives sales teams consistent, streamlined processes to be more productive. Process guidance makes it automatic for salespeople to follow specific best practices. It also helps keep momentum going and helps ensure nothing slips through the cracks with checklists of key actions for each phase of the process.
Another great benefit is that you can automate repetitive tasks to free up more time to help customers. As an example, let's take a car dealership who learns that after their salespeople do a test drive with a customer, they are 20% more likely to win the business if they run a credit check and send an or give them a call within 3 days. With automation, the sales reps can set the credit check and the to happen automatically, so they don't have to think about it. The sales person can focus efforts on having a great customer interaction and developing a relationship.
You can also onboard new sales staff and get them up to speed quickly. It’s tough to find great employees and keep them for the long-term. With process and automation capabilities in Dynamics 365 for Sales, you give your sales reps the tools to do their jobs better, and keep them happy, taking away the mundane aspects of their job and free them up to do what they do best – selling.
Onboard new sales staff and get them up to speed quickly and easily

12. Business Insight
To keep things on track, business leaders today need visibility into their organization to see what’s on target and what’s not—to identify areas that need attention, to understand what is and isn’t working. They need the information to make decisions quickly, and take corrective actions to ensure they meet the goals of the business.
For example, a sales manager might see that sales of a certain product are not doing well in a specific region. With this information, the manager can investigate the problem and quickly identify what’s not working to take corrective action.
Here we’ll look at examples of how Dynamics 365 for Sales helps provide real-time business insight—to make well-informed decisions quickly and keep the business moving ahead.
Challenge
Business leaders need quick visibility into areas that require attention. They need to understand what is and isn’t working, make decisions quickly, and take corrective actions to ensure they meet the goals of the business.

13. Stay on target with real-time visibility into your business.
Business Insight
Solution:
Stay on target with real-time visibility into your business.
Use live dashboards and interactive reports that let you visualize how your business is doing
Identify and act on troubled areas, such increasing sales efforts in a region where products are not selling well
Dynamics 365 for Sales provides the real-time visibility business leaders need to help stay on target. For example:
With customizable dashboards and interactive reports, you have an easy way to visualize how your sales team is performing—with the ability to monitor key data and click and drill-down into more detailed information.
One of the main benefits of real-time visibility is the ability to identify and act on troubled areas. For example, you might see that a marketing campaign is not generating the forecasted leads in certain geographic regions. With this information, you have to modify the campaign creative for those areas to make improvements and try to improve ROI.
You also have the insights to take corrective actions fast to optimize sales operations and ensure you’re meeting revenue goals. For example, you might identify certain opportunity types in the pipeline that are taking longer to close and make adjustments to address the problem.
Take corrective actions fast to optimize sales operations and ensure you’re meeting revenue goals

14. Business Insight
Solution:
Uncover new opportunities and drive business growth with deeper insights.
Reveal hidden opportunities with the ability to visualize new sales trends
Anticipate customer needs and sell them new products and services they are likely to purchase
Another great example of how Dynamics 365 for Sales can help your business is the ability to get deeper insights and uncover new opportunities that you might not have otherwise seen. For example:
The ability to really visualize multiple types of data can help you spot new trends and reveal hidden opportunities. For example, you might see that customers of a certain size who have a certain product configuration are highly likely to buy complementary products or services.
With a deeper view of information like customer history and preferences, you can also better anticipate customer needs. This gives sales reps the ability to look ahead and plan how they might grow accounts in the future.
In addition, you can get visibility into who your most profitable customers are—and enable sales teams to target prospects that are likely to translate into greater long-term opportunities. Ultimately, this helps sales and account teams take a strategic view and spend efforts on opportunities with the highest potential ROI.
Ensure your sales team is focused on opportunities that are most profitable—and most likely to close

15. Adding value to your business with Microsoft
Opportunity Management
Access complete, consistent customer information
Stay in touch with customers
Mobile Productivity
Give employees access anywhere on any device
Free up more time to spend with customers
Business Insight
Get real-time visibility into your business
Uncover new opportunities
It doesn’t have to be complicated. With Dynamics 365 for Sales, you have tools that are simple to use, and you can keep it really simple by only using what you need.
In summary, we looked at 3 key areas:
Opportunity management – giving the sales team complete, consistent access to customer information and tools to make it easy to stay in touch with customers.
Mobile productivity – letting salespeople do their work anywhere and on any type of device, and giving them easy tools for streamlining processes and automating repetitive tasks.
Business insight – providing real-time visibility into the business, with the ability to monitor information using highly visual, interactive dashboards—and to act on that information quickly by making better-informed decisions.

16. Dynamics 365 for Financials
Dynamics 365 for Sales Part of a family of products from Microsoft designed to work together across all the areas of your business
Microsoft
Dynamics 365 for Sales
Microsoft
Dynamics 365 for Financials
Use business apps that work seamlessly with familiar tools, like Outlook and Excel
Access customer history, set up meetings, and connect with anyone in a few clicks $
Manage financials, streamline operations, and grow your business
So we’ve talked about how Dynamics 365 for Sales makes powerful functionality simple and easy to use for any business. Let’s take a minute to look at one of the biggest advantages of Dynamics 365 for Sales—its ability to work seamlessly with your employees’ familiar tools like Office 365 as well as other tools in the Dynamics family.
The combination of Dynamics 365 for Sales and Office 365 makes things like managing opportunities and connecting with customers a natural part of employees’ regular work activities. For example, you can schedule a customer meeting in Outlook from within your Dynamics 365 for Sales window—or click on Skype for Business to instantly connect with customers.
Dynamics 365 is part of a family of products that offer consistent, cloud-based tools to help run your business. Microsoft Dynamics 365 for Financials offers any business powerful tools for managing the financial side of the business.
On top of that, like Office 365, Dynamics 365 runs in the cloud, which means you get a solution that is built on an affordable enterprise-class infrastructure maintained by Microsoft. So you have the peace of mind from built-in data protection and reliability with minimal need for IT support.
Rely on an affordable enterprise-class cloud infrastructure from Microsoft

17. Microsoft Dynamics 365 with access anywhere, anytime
Tablets
Microsoft Dynamics 365 offers a range of tools that enable access anywhere, anytime:
Dynamics 365 mobile apps are included for access anywhere from phones and tablets
Dynamics 365 for Outlook offers the ability to create an integrated experience between your Dynamics 365 tools and your employee’s scheduling and mail experience in Outlook.
And finally, you can access Dynamics 365 through a web browser.
Overall, Dynamics 365 offers a wide range of tools—all included at an affordable price—and with the flexibility to move at your own pace.
Phones
Outlook
Traditional Web access

18. 3 reasons to get started now
It’s easier than you think. Employees catch on quickly with easy, familiar tools. 1
It’s affordable. It’s managed for you in the cloud, without capital expense for servers and software. 2
So we’ve covered how Dynamics 365 for Sales doesn’t have to be so complicated. If you’re still on the fence, here are 3 reasons why you’ll be glad you got started now:
First, it’s easier than you think. Employees catch on quickly with easy, familiar tools. So they can immediately start getting the benefits of Dynamics 365 for Sales without the learning curve. And you don’t have to worry about installing new software and systems – it’s all done for you. And it’s all backed by Microsoft.
It’s affordable. Dynamics 365 for Sales is part of a family of products that let you add components at your pace with competitive pricing. And because it’s fully-managed and delivered in the cloud, there is no capital expense for servers and software. You just turn it on and pay a low monthly subscription.
It’s time to start getting the benefits of Dynamics 365 for Sales. Businesses who are up and running on Dynamics 365 for Sales never look back. They quickly realize gains in productivity and sales, and they have started down the path of building their competitive advantage by providing excellent customer experiences.
It’s time. Realize gains quickly in productivity, sales effectiveness, and customer service excellence. 3

19. Customize with Partner details
Next steps
Let’s define your path to success
Customize with Partner details
Note to presenter: Use this slide to suggest appropriate next steps, such as an assessment of business needs. Communicate what you want the audience or potential customer to do. Be specific and thoughtful and make it as easy as possible to say “yes.”