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Relationship Selling with Dynamics 365 for Sales | BRK102
Kishan Chetan, Principal PM Manager David Held, Sr. Product Marketing Manager Carlos Mendonça, Sr. Program Manager © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Session Agenda Market Overview and Trends
Dynamics 365 for Sales Product Overview and Demo Empowering Your Modern Seller with Microsoft © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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The Age Of The Customer “ Before Now
Institutions Customers Price Location Information Before Institutions Customers Price Location Information Technology Now “Two years ago we coined the term ‘new age seller.’ The buyer’s journey has changed for the sales rep. Control has shifted away from the sales person, as sales is no longer the sole provider of information.” — Linda Connly, VP Global Inside Sales, EMC Source: “B2B Inside Sales: ”’Inside Or Out?’ That Is The Question” Forrester Research, Inc., January 6, 2016
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9/19/2018 6:29 AM Today’s buyers want a effortless transaction and they want a high-value interaction © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Sales teams have become more productive…
Key trends: Telesales Role specialization Sales and marketing automation Self-service offerings HIGH Transactional Productivity Personal LOW Relationship Building HIGH © Microsoft Corporation. All rights reserved.
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The Forrester Wave™: Sales Force Automation Solutions, Q2 2017
9/19/2018 6:29 AM The Forrester Wave™: Sales Force Automation Solutions, Q2 2017 “Yesterday’s SFA Was A Sales Management Tool . . . . . . But Today’s Solutions Focus More On Seller Empowerment” The Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ are trademarks of Forrester Research, Inc. The Forrester Wave™ is a graphical representation of Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change. © Microsoft Corporation. All rights reserved.
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Data is the new oil for marketing and sales
9/19/2018 6:29 AM Data is the new oil for marketing and sales Source: “Data Is The New Oil For Sales Leaders. LinkedIn BLOG by, Cate Gustowski June 2017 © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Too much information, too little insight
9/19/2018 6:29 AM Too much information, too little insight CRM CRM Social networks Social networks Messages Equipment maintenance Meetings Lists Accounts Accounts Service requests Leads Connections Trends Documents Buying committee Calendar Proposals Support case Leads Alerts People Tasks Orders Productivity & Productivity & Job changes Opportunities © Microsoft Corporation. All rights reserved.
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Bring relationship data together and…
9/19/2018 6:29 AM Bring relationship data together and… Dynamics 365 for Sales LinkedIn Sales Navigator Unify the seller experience Meetings Accounts Leads Connections Alerts People Orders Office 365 Job changes © Microsoft Corporation. All rights reserved.
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Bring relationship data together and…
9/19/2018 6:29 AM Bring relationship data together and… Leads Connections Dynamics 365 for Sales LinkedIn Sales Navigator Unify the seller experience Alerts Accounts Job changes Orders Office 365 People Meetings © Microsoft Corporation. All rights reserved.
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AUTO TRANSITION SLIDE 9/19/2018 6:29 AM
© Microsoft Corporation. All rights reserved.
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…rise above the noise with actionable insights
9/19/2018 6:29 AM …rise above the noise with actionable insights Relationship health is trending up based on engagement Your colleague can introduce you to your buyer Relationship Selling Content recommendations for your buyer Alert! Your champion just left the company You have a meeting coming up with your buyer A prospect has interacted with your © Microsoft Corporation. All rights reserved.
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Welcome to the era of relationship selling
9/19/2018 6:29 AM Welcome to the era of relationship selling HIGH Relationship selling Transactional Productivity Personal LOW Relationship Building HIGH © Microsoft Corporation. All rights reserved.
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Microsoft Dynamics 365 for Sales
Empowering sellers to drive personal engagement with their customers Actionable Insights Sales Performance Customer Relationship Management Sales Productivity Seller Manager
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Product Overview
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Key differentiators for Relationship sales
9/19/2018 6:29 AM Key differentiators for Relationship sales LinkedIn Productivity Analytics Process Social and 3rd party data included Mobile (including offline) Gamification © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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S4 Solutions Specialist Summit
9/19/2018 6:29 AM Productivity with Office 365 Discover relevant documents Pipeline management Track incoming Create proposal Take notes while visiting a customer Qualify Develop Propose Close Follow-up call with lead Post deal updates Sales team collaboration Generate quote and share with customer © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Sales Content Management
Creation Office 365 Portals in CRM LinkedIn Storage Sharepoint Onedrive Collaboration Office group Yammer Teams Discovery Document recommendations Delve Distribution Portal Dynamics 365
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Process driven experiences
Process flow designer: Easy drag and drop designer with composition Rules Designer with English translation Task flow designer for composing multiple entities Process Analytics to benchmark against others Visual Designer Orchestration Intelligent Adaptable
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Demo: Business Process
9/19/2018 6:29 AM Demo: Business Process Carlos Mendonça Sr. Program Manager © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Generate relevant demand with predictive
Predictive lead scoring, look alike leads and Lead enrichment Reduces expense for data science operations with seamless integration to Dynamics 365 Machine learning predictive models creates audience leveraging thousands of data attributes Maps business personas to consumer personas for accurate lead scoring
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Effective Social selling with InsideView
1 2 3 Find prospects Access Insight’s massive database of companies and contacts to start finding prospects. Listen and Engage See all relevant news, critical business events, and social buzz to better engage with your prospects. It’s 32% more effective when you’re relevant and timely. Connect and Win Set up warm introductions to get in, establish trust, and win deals.
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Intelligent Social Selling
Social content discovery and distribution Intelligent Social Selling Personalized Messages Relevant Leads and latest updates Grow your network Content Intelligent content recommendation for sharing across profiles Mobile Available for employees on the go Intelligent Top trending, Most shared and ML closed loop.
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Demo: Social Selling Kishan Chetan Principal PM Manager
9/19/2018 6:29 AM Demo: Social Selling Kishan Chetan Principal PM Manager © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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LinkedIn integrations with Dynamics 365 Customer Engagement
Demand Generation with Lead ads Immersive Sales navigator with data integration PointDrive for Sales content Joint Offer and Go to market LinkedIn integrations with Dynamics 365 Customer Engagement
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LinkedIn: Demand generation
Create campaigns in Linkedin for ads Prospect sees ads and expresses interest Leads created in Dynamics 365 for further nurturing
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Relationship Selling with LinkedIn
Sales Navigator embedded Enhanced Dynamics 365 widgets Embedded contextual widgets in Dynamics 365 Social selling with context from CRM Sync CRM data as leads in Sales Navigator with Admin Sync functionality Receive Insights in Sales Navigator based on CRM leads Integrated Engagement Linkedin activities in Dynamics 365 to provide holistic engagement history Content engagement with Pointdrive enabled with Sales Navigator
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Infosys Increase wins by better identifying, connecting, and engaging prospective clients with relationship selling Achieve 30% higher win rates when using relationship selling 31% of deals closed were sourced from relationship selling 450 M $ pipeline influenced by relationship selling “There wasn’t an easy way to access the information we needed to understand a target account or prospect, but now I can go to one place and quickly find out who are the business leaders and decision-makers that I need to reach.” Sanjeev Bode AVP, New Business Development, Infosys
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Developer 0: Sales Effectiveness Scenarios
9/19/2018 6:29 AM Relevant, contextual and immersive insights from LinkedIn within Dynamics 365 Sales stages Prospect, Generate Interest Qualify Develop & Propose Close News Trends widget On Timeline, helps user propose the best deal according to trends Embedded Pointdrive widget Integrated search Icebreakers widget Profile updates Inline or as Cards on Timeline Best Path In widget Inline on Timeline or as step in BPF Similar Companies widget Inline on Timeline or as step in BPF Immersive, and Contextual content Intelligence with LinkedIn data Lead Scoring Segmentation Through data transfer Relationship Health Calculated based on LinkedIn variables (# of likes, # of InMail interactions etc.) Connections Contact Graph See how org’s Contacts/Leads are connected Team Link widget Getting introduced to a new company’s Contact through TeamLink Stakeholders Lookup List possible connections for Opportunity stakeholders Recommendations Linkedin recommendations and Relationship assistant recommendations Communications Integrated InMail Timeline and Expanded Timeline © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Next-generation LinkedIn integration Sales Navigator Controls
Sales Navigator Controls can be placed on strategically locations of the Sales form where they provide unique insights to help move forward and successfully close the deal Embedded InMail communication provides one-click access to high success interactions between organization and customers
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Next-generation LinkedIn integration Profile Photos from LinkedIn
Next-generation LinkedIn integration Profile Photos from LinkedIn Contact face shots are retrieved from LinkedIn to increase the clarity and accuracy of the Sales scenario
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Next-generation LinkedIn integration Relationship Analytics
Relationship health scoring is influenced by interactions and activities made on LinkedIn Sales Navigator and Point Drive LinkedIn activities are tracked and can be holistically visualized on the Relationship Analytics dashboard together with s, meeting and phone calls
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Next-generation LinkedIn integration Relationship Insights
Capture PointDrive view events within Relationship Insights notifications to monitor traction and progress of the deal
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Demo: Relationship Sales
9/19/2018 6:29 AM Demo: Relationship Sales Carlos Mendonça Sr. Program Manager © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Fully functional mobile application fully offline
ARCHITECTURE Dynamics 365 mobile application Offline Access Seamless Offline Experience Azure Middleware Offline Sync Scalable Dynamics 365 core Manage user, app and device Monitoring This Photo by Unknown Author is licensed under CC BY-NC-SA Offline data based on profile segmentation rules Easy setup Offline Status on Mobile Automatic playback of offline actions Conflict Management Background Sync
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Microsoft Dynamics 365 Gamification
Use fun, engaging team-based competition to motivate employees Make results highly visible to hold everyone accountable Increase performance, productivity, and adoption of business applications
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Gamification turns work into play
Team-based competition Get more employees pushing and relying on each other to increase productivity, performance, and morale Highly-visible results & recognition Hold employees accountable with leaderboards streamed across big screens; provide encourage through public recognition & celebrations Business application adoption Give employees compelling reason to use business applications
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Demo: Gamification Carlos Mendonça Sr. Program Manager
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Case Studies SCI EON Chemicals
9/19/2018 6:29 AM SCI EON Chemicals 130 reps on FST compared to 700 non-FST users over 60 days The board of directors was so enthusiastic with the presence of Dynamics 365 Gamification, they even provided an award of USD $50,000 to ensure the sales motivation was awakened by the Gamification platform! Metric % Increase Average Daily Closed Sales 88% Average Order Amount 113% Daily Logins to CRM 28% Average Daily Records / Leads Created 85% Average Daily Presentations Completed 90% Average Daily Tasks Entered 134% Total 60 Day Average Open Opportunities 17% Metric % Improvement New Business Opportunities 28% New Customers 153% Customer Feedback Resolution 100% “In the current conditions of the world where economic crisis and the price of oil continues to decline; FST game (Dynamics Gamification) is very helpful in increasing new vigor, increased employee motivation, and ease of understanding employee performance metrics. And certainly, everyone work happily, almost every day we talk about sales performance of each player, teasing and gambled. Hahaha ... even employees are not salespeople down to provide support to the players.” ( Budiman Adi Wibawa – EON Chemicals) “showed higher CSAT; Historically lower performers increased significantly” “Smack talk feature was a big hit” “Got people who don’t use CRM into the system” © Microsoft Corporation. All rights reserved.
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Rich reporting Sales dashboards and reports Quick Enterprise
Microsoft Dynamics Rich reporting 9/19/2018 Quick Sales dashboards and reports Dynamics 365 Self-service BI D365 Content Pack EXTRACT (Web APIs) Enterprise Self-service BI SQL Server Analysis Services Direct Query Scheduled Refresh Dynamics 365 Online DW/DMs/OLAP Cubes Excel Power BI Desktop Azure SQL SQL Server on Azure VM SSAS Data Export Service Export Profiles © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
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Customer Insights : 360 Made Easy ..
Introduction SAAs Service Extensibility actionable rich Intelligence Modeling See all customer information in one place by connecting all of your data Enrich customer experiences by empowering all employees with actionable insights Get results fast by leveraging a complete SaaS solution with pre-packaged analytics data sources
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Predictive Lead Scoring
Seamless integration with Dynamics 365 Machine learning predictive models creates lead scores leveraging thousands of data attributes Reasons why a lead is scored the way it is
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Dynamics 365 for Sales: Key Wins
55,900 seats Win over SFDC $ and integration Plan for SFA across 3 business groups 24,900 seats SFDC switcher SFA, customer service and partner management 6,000 CRM OL seats Started as OP to OL migration for Willis Win over SFDC 5-year win over Salesforce.com. 36k seats 3-year Best Buy Dynamics 365 win over Salesforce.com © Microsoft Corporation. All rights reserved.
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Dynamics 365 for Sales: Key Wins
3000 5-year commitment to move 3,000 Salesforce.com users to Dynamics 365 13600 5-year Dynamics 365 commitment to digitally transform their sales processes to support 13,600 sales members and associates 3800 Rip and replace of Salesforce.com across Sales users in 5-year deal Sales + PSA/Field 5-year win over Salesforce.com Complete story beyond SFA of PSA, Field service was important for this © Microsoft Corporation. All rights reserved.
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Sales app: Noteworthy implementations
Migrated off Salesforce in 66 days Services 200,000 resellers in 170 markets with implementation First bank in UK “High street” after 100 years CEO driven initiative O365 + Dynamics 365 Online Productivity Manage “Retail Execution” processes for 23,000 sales reps Global rollout Implemented solution in nine months, with minimal training Live in 18 markets globally 10,000+ users Consolidated client information and provided a single 360- degree view of the customer. Sales app along with Linkedin Sales Navigator 88% adoption rate Drive key account planning and management with D365
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The Modern B2B Seller
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Activities Of The Modern B2B Seller
Source: “The B2B Consultant Reigns In The 21st Century” Forrester Research, Inc., May 22, 2017.
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Welcome to the era of Relationship Selling
9/19/2018 6:29 AM Welcome to the era of Relationship Selling Relationship health is trending up based on engagement Your colleague can introduce you to your buyer Microsoft Dynamics 365 for Sales Content recommendations for your buyer Alert! Your champion just left the company You have a meeting coming up with your buyer A prospect has interacted with your © Microsoft Corporation. All rights reserved.
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Microsoft - A Leader for the Modern Seller
9/19/2018 6:29 AM Microsoft - A Leader for the Modern Seller Gartner Magic Quadrant for Sales Force Automation 2017 Deep market understanding Strong sales approach to Line of Business Maturity of machine learning and customer insights © Microsoft Corporation. All rights reserved.
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Microsoft - A Leader for the Modern Seller
9/19/2018 6:29 AM Microsoft - A Leader for the Modern Seller “Microsoft delivers on intelligent seller productivity” “With all the hype around artificial intelligence (AI) and machine learning, Microsoft shows considerable maturity…” “The potential around analytics only improves with its acquisition of LinkedIn” “Microsoft is a best fit for companies… that are bullish and looking to disrupt their peers with AI and machine learning” The Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ are trademarks of Forrester Research, Inc. The Forrester Wave™ is a graphical representation of Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change. © Microsoft Corporation. All rights reserved.
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