1. Using this presentation (HIDDEN SLIDE)
4/21/2017 7:21 AM
Using this presentation (HIDDEN SLIDE)
Presenter
Microsoft sales representative
Audience
Business decision makers (BDMs) who are interested in Sales Effectiveness
Purpose
Introduce the BDM to this solution
Persuade the BDM to take the next steps
Guidance
To best present the deck, follow these guidelines:
Delete hidden slides like this one before you present to your customer
Familiarize yourself with the speaker notes
Customize the speaker notes to your audience (if necessary)
Use a demo specific to your audience
Customize the benefits/challenges slides for your audience (if necessary)
This deck contains useful information in the speaker notes. It does not contain presentation scripts, however it does provide a statement of purpose for each slide and general guidance on how to use the slide.

2. Business Priorities Presentation
Sales Effectiveness
Business Priorities Presentation

3. Agenda Agenda Business Drivers / Challenges Demonstration
4/21/2017 7:21 AM
Agenda
Agenda
Business Drivers / Challenges
Demonstration
Business Capabilities
Summary and Next Steps

4. Business Context Increasing sales effectiveness
In a survey, increasing sales effectiveness was ranked by sales executives as one of the top business
objectives. These executives also viewed
sales effectiveness as a key driver of increased revenues and market share.
The worldwide mobile worker population is expected to increase to million in 2009, accounting for 27.3% of the workforce.
Strategy Analytics, “Mobile Business Application Outlook,” January 2006
Achieving high performance through improved sales force productivity
Research shows that the typical $1 billion U.S. company can generate millions of dollars in additional revenue simply by addressing critical human performance issues in its sales force.
Any time anywhere access
Information is the most critical support tool for the successful sales cycle.
Use this slide to set a broad context for the challenges that will be discussed – both the areas that the Finance Executive is immediately accountable in the Finance department, as well as the strategic and support that Sales offers to other departments and the business as a whole.
Industry/Business Context
Communicating with others and accessing and working with information while away from the desk is improving the productivity and responsiveness of all types of professionals and also helping midsize business adapt more easily to changing conditions.
Sources:
1: Gartner, press release "Gartner Survey of 1,400 CIOs Shows Transformation of IT Organisation is Accelerating",
, January 2006
2: IDC, Worldwide Mobile Worker Population Forecast and Analysis, Oct 2005, Doc #34124
3:IDC "Mobilizing the Enterprise in 2006, Doc #33677", July 2005.
References for Quotes
" research shows that the typical US$ issues in sales force".

5. Profitable Customer Relationships
Business Context
Key Drivers
Levers
Outcome
Drive New
Demand
Increase
Revenue
Improve Sales
Win Rate
This slide presents top business drivers for Sales Executives, grouped function, and in turn into three themes. Going forward in this presentation, as well as throughout the Optimization approach for this solution, these detailed business drivers will be rolled up into a single business driver statement for each function. Additional detail on these business drivers and guidance on how to structure this conversation can be found in the Business Priorities Guide. When presenting, try to get a feel for the relative priority of these drivers for the executive(s) you are presenting to, and capture specifics of their relevant drivers (in their own words).
Increase Customer
Retention
Profitable Customer Relationships
Manage
Marketing Costs
Decrease
Customer
Costs
Lower Cost
of Sales
Reduce Service
Costs

6. Business Drivers Know your customer (360-degree view of customer data)
Optimize sales cycle
Sell better together (break down information silos with anytime/anywhere access)
Better decision making (improve decision making through sales insight)
Slide Objective: Identify the business drivers

7. Challenges Business IT Challenges Challenges
Too much time is spent gathering and synthesizing sales and customer information from disconnected systems
Sales representatives lack timely views of pipeline data and customer information that leads to loss of customer focus and cross-sales opportunities
Proposals take too long to create and lack support from expert sources
Messages from key customers are not easily accessible to sales representatives in a timely manner, which them from quickly responding to their clients
Sales representatives lack up-to-date product information, which can cause confusion and lead to lost opportunities
Customer information in disparate sales, marketing, and support channels is not visible across teams, making it difficult to coordinate multiple-team sales efforts and campaigns
Visibility into sales performance is lacking
Relevant data is stored across multiple data silos and applications without a consolidated access method
Customer and sales data lack a unified view and is not accessible on mobile devices
A collaborative proposals environment that includes expertise location across the company is lacking
A unified inbox that is accessible from multiple devices is lacking
Portal and related tools for collecting and sharing up-to-date product information does not exist
Information is scattered across channels and is siloed, and social networking tools are lacking
Performance dashboards and scorecards that include access to customer relationship management (CRM) data and sales goals is lacking
Slide Objective: Identify the business and IT challenges associated with the business drivers

8. Solution Support A solution should help… …by providing the ability to
Know your customer (360-degree view of customer data)
Uncover the correct opportunities through a comprehensive and contextual 360-degree view of the customer and opportunities with anywhere, anytime access
Proactively pinpoint up-sell and cross-sell opportunities
Identify and capitalize on key market segments and high-value customers, and then sell and promote targeted campaigns
Incorporate current and relevant information about a customer's account into customer interactions, including sales status, customer support issues, and contracts
Optimize sales cycle
Simplify opportunity management and deal tracking
Improve lead qualification to increase conversion rates
Automate workflows across teams and groups to ensure processes are consistent and repeatable
Improve quality, accuracy, and responsiveness to customer communications
Enable sales professionals access to timely and relevant product information and to expertise across the company
Sell better together (break down information silos with anytime/anywhere access)
Enable sales teams to collaborate and communicate with other groups across organizational boundaries and locations
Coordinate sales efforts across the company to improve efficiency, enhance cross-selling, and ensure consistency
Better decision making (improve decision making through sales insight)
Improve sales performance, decision making, and planning through powerful and timely sales insight reporting
Provide sales management accurate views into sales initiatives, processes, and results
Slide Objective: Introduce some of the high-level needs and how they address each of the business drivers.

9. Agenda Agenda Business Drivers / Challenges Demonstration
4/21/2017 7:21 AM
Agenda
Agenda
Business Drivers / Challenges
Demonstration
Business Capabilities
Summary and Next Steps

10. Demo Guidance (HIDDEN)
4/21/2017 7:21 AM
Demo Guidance (HIDDEN)
Choose a demo that is most relevant to your customer from the following document libraries:
<Name of demo> <URL for demo>

11. 4/21/2017 7:21 AM
Demo
[ Insert Demo Title ]

12. Agenda Agenda Business Drivers / Challenges Demonstration
4/21/2017 7:21 AM
Agenda
Agenda
Business Drivers / Challenges
Demonstration
Business Capabilities
Summary and Next Steps

13. Solution’s Business Drivers
4/21/2017 7:21 AM
Solution’s Business Drivers
KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)
BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)
Slide Objective: Recap the business drivers
SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)
OPTIMIZE SALES CYCLE

14. Sophistication of the Solution
KNOW YOUR CUSTOMER (360-DEGREE VIEW OF CUSTOMER DATA)
BETTER DECISION MAKING (IMPROVE DECISION MAKING THROUGH SALES INSIGHT)
SELL BETTER TOGETHER (BREAK DOWN INFORMATION SILOS WITH ANYTIME/ANYWHERE ACCESS)
OPTIMIZE SALES CYCLE
Phase 1
Provides basic support for the most critical elements of the business driver
Phase 2
Provides adequate, typical support for critical and priority elements of the business driver
Phase 3
Provides thorough, streamlined support for the business driver that enables differentiated levels of performance

15. 4/21/2017 7:21 AM
Guidance
Use the next few slides to discuss each of the business drivers with the BDM.
Capture feedback as you discuss each business driver. For example, you should note the following:
Relative priority of the business driver compared to other drivers
Relevant key challenges, process improvements, and the relative priorities of each
Business capabilities that the BDM resonates with and their relative priorities
Use the “Business Priorities Guide” to discuss and capture this feedback
Give a copy to the BDM during this segment of the presentation
Mark up your copy to capture feedback

16. Business Priorities Guide
4/21/2017 7:21 AM
Business Priorities Guide
EXAMPLE
EXAMPLE
Business Priorities Guide 1a
Reference this guide to help you discuss the business drivers that are most compelling to the BDM. Capture feedback in the exact language that the BDM uses.
Business Priorities Guide 1b
Use this guide to discuss potential business capabilities of a solution that supports the BDM’s business priorities. Capture feedback from this discussion, noting the BDM’s solution preferences.

17. Range of Business Capabilities
4/21/2017 7:21 AM
Range of Business Capabilities
Business Driver: Know your customer (360-degree view of customer data)
Phase 1
Phase 2
Phase 3
Maintain centrally-maintained target market lists
Easily access a centrally maintained proposal template library
Enable better collaboration and coordination of sales activities across distributed sales teams
Improve quality and reduce cycle time for generating sales proposals
Improve responsiveness of sales to communications from clients while away from the office
View and analyze the performance of known market segments
Improve insight into customer/market transactions
Provide a centralized library and supporting taxonomy for archiving and ranking past proposals
Exploit opportunities to pursue niche markets and high-value customers
Enable better customer insight and focus on high-value customers and opportunities
Simplify access to and the use of data in enterprise applications
Improve efficiency in and frequency of the use of customer relationship management (CRM) and other enterprise applications
Improve focused execution in niche markets and for high-value customers
Enhance the ability to use past proposals and find relevant experts to support sales opportunities
Drive persistent focus on critical areas of individual performance
Streamline access to transaction, customer, opportunity, and product data
Improve discovery of niche markets and high- value customers
Streamline access to current product/service information
Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences.
The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

18. Range of Business Capabilities
4/21/2017 7:21 AM
Range of Business Capabilities
Business Driver: Optimize sales cycle
Phase 1
Phase 2
Phase 3
Supplement CRM with tools for sharing, collaboration, and coordination across sales teams
Enable better coordination of sales activities and customer/market communications
Provide a centralized, collaborative proposal document library
Improve responsiveness of sales to communications from client
Share customer/market and product/service information across selling teams and make this information accessible offline
Improve quality and reduce cycle time for generating sales proposals with access to current customer/market product/service information, proposal templates, and collaborative authoring capabilities
Streamline sales support processes
Enable better customer insight and focus on high-value customers and opportunities
Automate proposal work coordination and document handling
Improve responsiveness to customers and generate more accurate proposals
Improve responsiveness to client communications
Simplify access to data in enterprise applications by sales teams, partners, and customers
Improve collaboration with partners and customers to generate accurate, compelling proposals
Streamline access to customer information
Improve efficiency in and frequency of the use of CRM and other enterprise applications
Improve discovery of niche markets and high-value customers
Streamline and automate generating proposals
Enable seamless collaboration with selected customers/partners
Streamline access to current product/service information
Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences.
The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

19. Range of Business Capabilities
4/21/2017 7:21 AM
Range of Business Capabilities
Business Driver: Sell better together (break down information silos with anytime/anywhere access)
Phase 1
Phase 2
Phase 3
Share customer/market and product/service information across selling teams and make this information accessible offline
Enable better coordination of sales activities and customer/market communications
Improve a sales team's focus on performance
Enable better communication across distributed sales teams
Improve responsiveness and reduce travel costs by virtualizing customer and employee meetings and by conducting training online
Facilitate remote sharing, collaboration, and coordination of sales activities
Simplify access to data in enterprise applications by sales teams, partners, and customers
Improve responsiveness to customers and generate more accurate proposals
More precisely and accurately track sales activities across distributed sales teams
Protect sensitive data that is shared with partners and clients
View past and current sales team performances and activities
Provide consistent, streamlined access to transaction, customer, opportunity, and product data across sales teams
Streamline access to transaction, customer, opportunity, and product data
Drive consistency in structured account module/market planning, execution, and tracking
Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences.
The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

20. Range of Business Capabilities
4/21/2017 7:21 AM
Range of Business Capabilities
Business Driver: Better decision making (improve decision making through sales insight)
Phase 1
Phase 2
Phase 3
Centralize planning and scorecard documents
Increase team visibility into their performances
Enable better customer insight and focus on high-value customers and opportunities
Drive consistent focus on specific performance targets across sales teams
Improve focused execution in niche markets and for high-value customers
Drive consistency in structured account module/market planning, execution, and tracking
Drive persistent focus on critical areas of individual performance
Slide Objective: Present details of a business driver so you can present options for this business capability and capture the client’s preferences.
The client can pick several business capabilities from any column. When the client indicates a strong preference, probe for the tangible value (“Why is this such a high priority for you?” or “What will this enable you to do?”). If this is not one of the client’s priority business drivers, skip to the slides for business drivers that are high priority.

21. Agenda Agenda Business Drivers / Challenges Demonstration
4/21/2017 7:21 AM
Agenda
Agenda
Business Drivers / Challenges
Demonstration
Business Capabilities
Summary and Next Steps

22. Potential Business Benefits
4/21/2017 7:21 AM
Potential Business Benefits
Access information at any time from virtually any location
Access proposal templates, current product information, past proposals that are relevant to the current opportunity, and product experts
Collaborate with internal and external sales team members
Achieve visibility into sales activities across a distributed sales team
Rapidly evaluate sales opportunities
Collaborate across distributed sales teams without traveling
Promote customer relationship management (CRM) usage compliance
Slide Objective: Summarize the benefits of the business capabilities that you discussed, in terms of the client’s specific business drivers if possible.

23. Infrastructure Optimization Sales Approach
Customer business strategy
Solution areas
Industry
Horizontal
Infrastructure Optimization Sales Support Materials
Audience
Understand business needs and priorities
Discuss range of potential solution capabilities
Business Priorities Guide
Business Priorities Presentation
BDM
TDM
Present relevant integrated capabilities
Position the Integrated Enterprise Platform approach
Capability Discussion Guide
Capability Discussion Presentation
Optimization gap analysis => Projects, architecture, products
Solution Implementer Guide
Architecture Guide
IT Pro
Solution road map

24. Next Steps Discuss your priorities with IT
Map to systems requirements
Understand what can be leveraged
Develop a high-level road map for deploying integrated capabilities
Translate back into business capabilities enabled/supported
Review the proposed business capability road map

25. 4/21/2017 7:21 AM
© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.