1. 1 2 3 SALES GUIDE Target Audience Key Benefits
Your customers know more than ever before, making buying decisions before you can even engage. Your sales team must adapt to the new customer journey—building deeper relationships with customers and personalizing every interaction. With Microsoft Dynamics CRM, your sales teams can sell more effectively in this new era. By providing the essential insight, guidance, and tools that salespeople need, you can focus on the right customers and priorities, win faster by collaborating with colleagues, and build a trusted relationship with customers through personalized and relevant engagements.
Target Audience
Sales | Microsoft Dynamics CRM Target Audience
Sales executive
Increase revenue
Identify new markets
Gain competitive advantage
Improve customer satisfaction & loyalty
Sales manager
Streamline sales planning
Improve sales rep productivity
Ensure consistent high-quality customer engagement
Increase sales process, CRM adoption
Decrease sales rep turnover and ease on-boarding
Better visibility and insight for decision-making
Key Benefits
Sales | Microsoft Dynamics CRM Key Benefits
Opportunity management
See your opportunities and next steps with clarity
Social selling
Deepen customer relationships with relevance
Planning and management
Lead your sales teams confidently with insight backed by data
Content collaboration
Win over customers with personalized content
Mobile sales
Stay connected to customers anytime, anywhere
Sales intelligence
Gain insight into your business and proactively anticipate customer needs 1
Reps have a 1%
chance of getting a response from a cold . 2
Customers are 57% through the buying process before they talk to a supplier. 3
Did you know?
Average B2B purchase decisions have 5.4 stakeholders.

2. Sales | Microsoft Dynamics CRM
Sales Guide (2 of 5)
Value Proposition
Sales | Microsoft Dynamics CRM Value Proposition
Stay focused – Prioritize the right customers and make informed decisions
Win faster – Increase sales productivity and spend more time with customers
Build trust – Deepen customer relationships with context
Sales Guide
Key Capabilities
Sales | Microsoft Dynamics CRM Key Capabilities
Opportunity management
Account and contact management – Manage customers and deals all in one place; stay informed with accurate 3rd party firmographics, news, and compelling events from Insights, powered by InsideView.
Partner portal – Increase visibility and productivity with channels by using a partner portal to manage opportunities, communications, and resources.
Collaborative & guided selling – Close more deals when you connect, discover, and share ideas via Office 365. Know what steps to take next with embedded business process UI and an overview of daily priorities from Cortana.
Social selling
Buying signals – Find more leads by using social to identify and act on buying signals and create leads based on social posts, with Microsoft Social Engagement.
Customer & competitor sentiment – Get a snapshot of social activities through embedded buzz volume, trends, and sentiment analysis, using Microsoft Social Engagement.
Connections – Increase response rates by reaching out to new contacts through mutual connections surfaced by Insights, powered by InsideView.
Planning and management
Performance management – Hit your numbers by setting goals, monitoring results, and providing feedback and coaching in real-time.
Gamification – Motivate sales reps through creative and fun team-based competitions, with FantasySalesTeam, from Microsoft.
Embedded guidance – Ease on-boarding and align sales behavior with best practices by using business process management and interactive help and documentation.
Content collaboration
Document authoring – Create personalized sales documents as a team with Word templates and real-time co-authoring through Office 365.
Document management – Manage contextual CRM documents across SharePoint, Office 365 Groups, and OneDrive for Business.
Content discovery – Relevant content comes to you with Delve based on what you are working on and who you’re working with.
Mobile sales
Tablet and smartphone apps – Work on the go with rich, modern mobile apps that provide contextual news and social data, and task flows for quickly completing frequent activities.
Voice commands – Quickly manage data using intuitive natural language voice commands to create new records, schedule meetings, set reminders, and find information.
Offline solutions – Get work done anytime, anywhere with intuitive, familiar apps for tablet and smartphone that work online or offline.
Sales intelligence
Predictive intelligence – Sell smarter with lead scoring from InsideSales.com, cross-sell recommendations from Cortana Intelligence, and trending documents from Delve inside CRM dashboards.
Self-service analytics – Discover new insight with Power BI’s pre-built, interactive dashboards and reports, advanced visualizations, and natural language Q&A.
Operational analytics – Gain visibility into sales performance with at-a-glance dashboards and contextual charts inside CRM.
Did you know?

3. Sales | Microsoft Dynamics CRM
Sales Guide (3 of 5)
PAIN
SOLUTION
PROOF
Opportunity Management
Can sales reps see their opportunities in one place and know what steps to take next to move deals along?
Can’t get a complete picture of their opportunities, leading to inefficiencies.
Don’t know or can’t remember the sales process, leading to inefficiencies and inconsistent customer engagement. Can’t find information, answers, or experts.
Channels lack visibility to accounts and opportunities.
Salespeople close more deals and stay productive when managing opportunities all in one place.
Salespeople know what steps to take next with embedded business process UI and an overview of daily priorities from Cortana. Built-in collaboration tools let salespeople connect, discover, and share idea.
With partner portal, increase visibility and productivity with channels by using a partner portal to manage opportunities, communications, and resources.
See how CSX boosts productivity
Read about how Kennametal increases sales productivity 15-20%
Social Selling
Are you able to leverage social insight to engage with relevance?
Missed buying signals.
Lack of understanding into what customers are thinking and doing.
Can’t get through with cold calls, s.
Capture more leads by using social to identify and act on buying signals and create leads based on social posts.
Tailor your engagement and messages with customer and competitor sentiment based on valuable insight based on social activities.
Increase response rates by reaching out to new contacts through mutual connections surfaced by Insights, powered by InsideView.
Read how Grant Thornton uses Insights, powered by InsideView to better engage with customers
Listen to how MetroBank uses social selling to build stronger relationships with customers
Planning and Management
Are sales leaders able to plan and monitor the business and guide and motivate their teams?
Lack of visibility into sales performance and progress against KPI’s.
Low quota attainment
Low CRM adoption.
Long ramp-up time for new salespeople.
Hit your numbers by setting goals, monitoring results, and providing feedback and coaching in real-time.
Motivate sales reps through creative and fun team-based competitions, with FantasySalesTeam, from Microsoft.
Ease on-boarding and align sales behavior with best practices by using business process management and interactive help and documentation.
Learn how Syntel Limited streamlines sales planning
Read how SCI boosts close rates and deal size with FantasySalesTeam

4. Sales | Microsoft Dynamics CRM
Sales Guide (4 of 5)
PAIN
SOLUTION
PROOF
Content Collaboration
How easy is it for your salespeople to find the right content and customize it?
Inefficient for multiple people to work on sales proposals and presentations together.
Salespeople can’t easily find and reference existing sales documents.
Salespeople miss relevant content, without even knowing it.
Create personalized sales documents as a team with Word templates and real-time co-authoring through Office 365.
Manage contextual CRM documents across SharePoint, Office 365 Groups, and OneDrive for Business.
Relevant content comes to you with Delve based on what you are working on and who you’re working with.
See how Trek increases collaboration
Read about how Pyrotek increases close rates through collaboration
Mobile Sales
Are your salespeople productive anytime anywhere?
Difficult to stay on top of activities and tasks while on the road.
Cumbersome to find and enter data on smartphones.
Sales rep can’t work when they lose connectivity.
Work on the go with rich, modern mobile apps that provide contextual news and social data, and task flows for quickly completing frequent activities.
Quickly manage data using intuitive natural language voice commands to create new records, schedule meetings, set reminders, and find information.
Get work done anytime, anywhere with intuitive, familiar apps for tablet and smartphone that work online or offline.
Find out how Grant Thornton achieves widespread adoption of mobile solutions
Learn how Decmil enables an agile remote workforce
Sales Intelligence
Do sales professionals have the insight to support faster, better decision-making?
Salespeople miss critical insight that helps them sell better.
Sales professionals need to rely on IT or business analyst for advanced analysis.
Sell smarter with lead scoring from InsideSales.com, cross-sell recommendations from Cortana Intelligence, and trending documents from Delve inside CRM dashboards.
Discover new insight with Power BI’s pre-built, interactive dashboards and reports, advanced visualizations, and natural language Q&A.
Gain visibility into sales performance with at-a-glance dashboards and contextual charts inside CRM.
Learn how Grant Thornton uses analytics for better decision-making
Find out how Trek increases productivity and optimizes resource allocation with insight from Power BI

5. Sales | Microsoft Dynamics CRM
Sales Guide (5 of 5)
Objection Handling
Objection
Response
Already using a
competitive solution
See compete section below. Microsoft Dynamics CRM offers many unique benefits that are not possible with the competition.
We don’t have direct sales
Microsoft Dynamics CRM is not just for a direct sales force. How does your company market and sell products and/or solutions? Through Partners or Distributors or Agents? This sales solution works just as well for them.
You need to talk to the CIO about this
I’d be happy to talk to the CIO about this — could you make an introduction? Before I speak with your CIO, I’d like to make sure you understand the business justification for Microsoft Dynamics CRM. Can I spend a couple of minutes going over how we solve some key business challenges for organizations like yours?
Not enough budget
Microsoft delivers transparent pricing options without a lot of hidden costs and allows for more flexible licensing options with mix and match capabilities. With a solution from Microsoft, more of our customers are able to take advantage of their existing technology investments. We typically see deployments pay for themselves many times over. With our SaaS offering there is no large upfront investment, only a stable and low monthly fee.
Like community manger – staying on top of posts
Microsoft
Salesforce
Process-driven UX across multiple entities.
Interactive help and documentation.
Sales gamification.
Offline mobile apps for Windows, iOS, Android.
Activities, accounts, opportunities embedded into Cortana.
Contextual news, compelling events, and connections to key decision-makers, from Insights, powered by InsideView.
List views and contextual charts dynamic bi-directional.
Partner portal more flexible, with web content management capabilities.
Process oriented Lightning UX limited to a single entity.
Gamification add-on thru ISVs only.
Limited offline mobile (just cached data)
Data.com: $25-$165/u/m – less robust data.
List views not dynamically updated based on what’s selected in charts.
Partner portal expensive per user pricing; limited flexibility with portal template.
Immersive Excel experiences embedded in CRM.
Dynamic list views and interactive report exports.
Export to Excel from CRM for tablets, phone.
Export static reports to Excel only with no list views.
Analytics Cloud – additional $75- $150/u/m.
Outlook with full CRM access online/ offline + OWA across PC, Mac, mobile.
Office 365 experiences: Yammer, Skype, SharePoint, OneDrive.
OneNote notebooks auto-created, tracked to CRM record.*
Social insight and engagement; lead and opportunity capture from social posts, with Microsoft Social Engagement; social widgets embedded directly inside CRM dashboards and CRM entities.
Collaborate across the organization on CRM Online opportunities using Groups in Office 365 for , conversations, documents, and calendars.
Salesforce for Outlook web app for online only.
OneNote, Delve, Skype announced for late 2016.
Social Studio: $1k to $12k/month - separate UX, login.
Compete
Pricing
Professional
Sales Productivity
Includes sales force automation, Unified Service Desk, and Microsoft Social Engagement
Includes Microsoft Dynamics CRM Online Professional,
Office 365 Enterprise E5 (includes Power BI)
$65/u/m
$50/u/m*
* Microsoft Dynamics CRM Online Professional Add-On
for existing customers of Office 365 E3 or higher
$100 $85/u/m