dynamics day 2014: microsoft dynamics crm - productivity sales accelerators
DESCRIPTION
A look at how Intergen’s Sales Accelerators quickly and cost effectively address key business issues, such as sub-optimised business processes, disconnected data and disparate systems. Dynamics Day is Australasia's leading event for users of Microsoft Dynamics. For those of you who couldn't make it along to the event, we have made all session content available online.TRANSCRIPT
Steven Foster, Dynamics CRM Product and Marketing Manager
Productivity:Sales Accelerators
15+ years CRM experience
CRM Evangelist
Microsoft CRM MVP & Microsoft Partner seller
@FozzyNZ
www.nakedcrm.com
Steve FosterCRM Product and Marketing Manager
Presenter
Our Agenda
Core Sales Outcomes
Intergen Sales Accelerator
Dynamics CRM – Productivity – Sales Accelerators | 4
Objectives of the session
Talk to the pain points of sales
Walkthrough core sales outcomes and how they might
look
Talk to Intergen’s sales accelerator
Difficulty Sharing Data Both Externally And Internally
Increasing Bad Debt
Unknown Financial Position
Rekeying Information Into Excel
Too Much Information;Too Many
Places
Lost Sales Productivity;Ineffective Marketing
Long Sales Cycles
No Visibility Into Sales Pipeline; Inaccurate Sales Forecasts Business Applications
Difficult To Use
Business Applications Not Optimised For Sales, Marketing And Operational Excellence
What we hear all the time …
No Single View of the Customer
WHAT OUR CUSTOMERS ARE FACING
More productivity is needed!
Decrease time to value through a connected strategy
c nnected
across
Businesses must be
social
mobile
cloud
information
Mobile access increases sales force productivity by
14.6%Source: CSO Insights
Adding social and mobile access capabilities to CRM increases productivity of sales people by26.4%
Source: Nucleus ResearchCompanies that adopt dynamic sales processes
show a
19%increase in quota
attainment over those that don’t.
Source: CSO Insights
Percent of organizations seek improvement in forecasting and sales processes.
60Source: CSO Insights
Sales VP
Source: IDC Research
72Sales Manager
Percent of companies are seeing and increase in sales cycle length.
40Customers
Percent of customers stop doing business with companies that deliver a bad customer experience.Source: Harvard Business Review
71Sales Representative
Percent spend too much time on administrative tasks.
Source: The Economist Intelligence Unit
Sales Trends & Challenges
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Productivity Mobility
Visibility Insights
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Sales Productivity
Ease of UseEasy to create and update
Visual QueuesTell me what I need to do
Call on the right customersCall planning activity
Access AnywhereSales mobility
ConsistencyProcess I understand
Streamline CommunicationsMake it easy to respond
Collaboration across teamsShare and we shall conquer
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Sales Mobility
Ease of UseAccess anywhere on any device
Visual QueuesTell me something I do not know
Engage the CustomerImprove the customer experience
Connectivity when I need itOnline and offline access
Record key activitiesIncreases visibility
Productivity EnablerI can work while I am out
Delivers just what I needRemove the clutter
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Sales Visibility
Ease of UseEasy to create and update
Visual QueuesTell me what I need to do
Call on the right customersCall planning is visible and measureable
My Sales DashboardKeep it simple Consistency
Enter once, report multiple
Better ForecastsEasy to update and maintain
Collaboration across teamsSales and Marketing working as one
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Sales InsightEase of Use
Easy to create and update
Make in VisualTell me what I need to do
Social InsightsWhat are people talking about?
Everyone InsightsGive back to the data enters
Provide external insightsAccess big data
Learn from the dataAnalyse and make sense, avg call cycle,
Industry focus, win rates
Customer engagementHow are our customers engaging with us
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Intergen Sales AcceleratorDon’t re-invent the wheel Accelerate Outcomes
Pre-configured solution
Includes MobilityIncrease productivity
Targeted CommunicationsIncludes pre-configured ClickDimensions
Due early 2015
THE END