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A New Age of Selling
Deliver amazing customer experiences and drive sales productivity
PowerObjects
12/4/2014
Agenda
Welcome
About PowerObjects
Introductions
Sales Productivity – Trends
Sales Productivity – Demonstration – Microsoft Cloud
Q&A
Closing
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Your Participation
Introductions
Steve Kane – Director of Sales
301.996.4486
Robert Justen – Solution Design Consultant
The way people buy has changed
Customers are
57%through the buying
process before they
talk to you-CEB, The New High
Performer Playbook
9 of 10business buyers say
when they are
ready to buy, they
will find you-IDG Enterprise
“”
Customer focus brings results Companies that deliver amazing customer experiences win
S&P 500 index
+14.5%
Customer Experience Laggards
-33.9%
Customer Experience Leaders
+43.0%
5-year stock performance of Customer Experience leaders vs. laggards vs. S&P 500 (2007-2012) Showing cumulative total return.
Watermark Consulting, “The Watermark Consulting 2013 Customer Experience ROI Study”, 2012, www.watermarkconsult.net
Outdated technology can’t help you today
Originally created for
reporting purposes
Not designed for a
social/mobile world
Lack productivity
capabilities
9
A modern experience will help you sell effectively
Outcome-driven user
experience promotes
adoption
Embedded business and
social data power insights
Collaborative selling wherever you are
How salespeople deliver amazing customer experiences to close more deals, faster
Zero In. Win Faster. Sell More.
Zero In and focus on what matters most
It should be easy to see what is most
relevant so salespeople can prioritize their
work
Sellers need quick access to vast amounts
of information (corporate and external
data) across multiple sources
Salespeople are challenged to engage in
new ways as customers no longer want to
be sold to
8%higher win rates
when sales reps are
provided internal
AND external data
-CSO Insights
Win Faster by creating personal, targeted experiences
12
Salespeople must be constantly
connected and incredibly agile
Customer behavior has changed and so
have buying expectations
Social sellers are
51%more likely to reach
their quotas than non-
social sellers.
Sell more when you work like a network
13
They need to bring together the right
resources and the right people no
matter where they are
Sales no longer happens in a silo,
salespeople need to tap into the power
of their social, organizational networks 37%Increase in project
collaboration through
the social network
-Yammer Business Trends
Customer Survey 2013
Sales reps at Trek Bicycles ride into new eraIntegrated CRM solution supports customer relationships
14
“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
BeforeWhen outside sales reps
left, it took years to
rebuild the depth of
knowledge they had
established with the bike
shops.
TacticsMicrosoft Dynamics
CRM Online helps sales
reps communicate and
connect to key data like
previous retailer
interactions. This helps
support their sales goals
Results• Provides complete view into
customer and account
information
• Sales reps save time gathering
info for customer meetings
• 95% employee adoption of
Yammer to drive idea sharing
Measurable results Microsoft customers are improving sales
LV=Broker reduced sales
administration time by
66% by automating
previously manual tasks.
Garanti Pension and Life improved
the efficiency of its individual
agents by 25%, resulting in an
80% increase in net asset value.
ISS Belgium increased sales conversations by 6%
The Portland Trail Blazers use Microsoft Dynamics CRM to run entire sales campaigns, one of which resulted in 1,000 new season ticket holders —more than $2 million in revenue — in a single day.
Godrej & Boyce Manufacturing Company increased sales by 90% with improved visibility across sales applications.