WELCOME TO BKD S WEBINAR SERIES
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1 WELCOME TO BKD S WEBINAR SERIES Improving Sales through Microsoft Dynamics CRM May 6, 2016 Woody Davis BKD Technologies Marketing & Business Development We will be starting shortly. While you wait, please familiarize yourself with the webinar tools we will be using presented in this attendee help guide
2 TODAY S AGENDA Introductions & roles Customer engagement solutions Sales vs. Marketing Removing the silos of separation BKD Technology Committed to the future of MS Dynamics CRM Questions & answers 2
3 SALES VS. MARKETING 3
4 INTELLIGENT CUSTOMER ENGAGEMENT 4
5 Customers are 57% through the buying process before they talk to the supplier Average B2B purchase decisions have 5.4 stakeholders Reps have a 1% chance of getting a response from a cold 5
6 WHAT S TOP OF MIND FOR MARKETING LEADERS 6
7 WHY MARKETING MICROSOFT DYNAMICS CRM 7
8 THE LEAD LIFECYCLE IN MICROSOFT DYNAMICS MARKETING Connector to Dynamics CRM Collection & nurturing in Dynamics Marketing. Assignment, opportunity management & closure performed in Dynamics CRM Microsoft Dynamics Marketing Microsoft Dynamics Marketing Collection Microsoft Dynamics CRM Nurturing (with Scoring) Behavioral scoring Qualify as Sales Ready Assignment Microsoft Dynamics CRM Assign sales ready lead to Sales Rep Microsoft Dynamics CRM Opportunity Qualification as an opportunity Closure Closed as won or lost 8
9 WHAT IS MICROSOFT DYNAMICS MARKETING Power BI CRM Social Engagement 9
10 MICROSOFT DYNAMICS MARKETING INTEGRATED MARKETING MANAGEMENT MARKETING RESOURCE MANAGEMENT MEDIA PLANNING & BUYING MARKETING AUTOMATION FINANCIAL MANAGEMENT INTEGRATED MARKETING MANAGEMENT Strategy and Planning Planning Tools Multi-Channel / Multi-Stage Budget Management Omni Channel Marketing Project Management Media Buying Campaign Automation Estimates Marketing Segmentation Workflow Tracking Marketing Purchase Orders Behavior Tracking Digital Asset Management Campaign Integration A/B Testing Expenses Lead Management Approvals Collaboration Landing Pages Reporting CRM Integration Vendor Management Social Media Dashboards CRM Database Event Management Marketing Analytics SMS Marketing 10
11 MICROSOFT DYNAMICS MARKETING SALES POSITIONING Marketing Resource Management Strategy & Planning Digital Asset Management Budget Management Project Management Vendor Management Marketing Segmentation Marketing Segmentation CRM Database Demographics Marketing Automation Multi-Channel Campaigns Advertising & Social Media & SMS Marketing Campaign Automation Event Management Sales Enablement Marketing Analytics Lead Management Marketing analytics Landing Pages Behavior Tracking CRM Integration Reports & Dashboards Dynamics Marketing 11
12 SALESPEOPLE ARE UNDER TREMENDOUS PRESSURE Approximately 70% of sales reps consider their jobs to be highly complex Reps spend more than 67% of their time on non-selling activities Microsoft & CSO Insights, How to Build a World-Class Sales Organization, 2015 CEB, Why You re Losing Competitive Advantage, 2015 Microsoft s Sell In The Now - How to make your sales team more productive Workers lose 40% of their productivity when they switch tasks 12
13 WHAT S TOP OF MIND FOR SALES LEADERS 13
14 Stay focused InsideSales.com, The Science of Lead Scoring, Prioritization & Sales Success,
15 Win faster Nucleus Research, The Value of Mobile and Social for CRM,
16 Build trust LinkedIn, How do I use LinkedIn for Social Selling,
17 SALES MICROSOFT DYNAMICS CRM 17
18 OPPORTUNITY MANAGEMENT 18
19 SOCIAL SELLING 19
20 PLANNING & MANAGEMENT 20
21 CONTENT COLLABORATION 21
22 DEMO 22
23 MOBILE SALES 23
24 SALES INTELLIGENCE 24
25 WHAT S NEW IN SALES * Preview/private preview 25
26 INCREASE SALES PRODUCTIVITY WITH OFFICE
27 WHY SALES MICROSOFT DYNAMICS CRM 27
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