Base Demo
Microsoft Dynamics CRM 2015 Update 1
Sales Overview Demonstration
Scenario Setup: Contoso sells Consumer and Commercial Electronics products. It is nearing the end of the quarter and the Sales
team is coming in a bit short of their quota.
Intro: I am going to walk you through a scenario showcasing how a Sales Manager and a Sales Representative, leveraging the
Microsoft Solution to zero in, sell more and win faster.
Demo Setup:
• Login to Office 365
• Right click on IE to launch InPrivate session
• Enter the url - http://portal.office.com
• Login as (Username: veronicaq@{OrgName}.onmicrosoft.com, Password: pass@word1)
• Launch Power BI Sales public preview site
• Click on PowerBI in the Office 365 nav bar, click on “Try it now” under Introducing PowerBI Dashboards (Preview)
• Launch CRM
• Open a new tab in existing IE sescsion
• Enter the url - http://portal.office.com
• Click on CRM in the Office 365 nav bar
• Close Quick Start “First things first” screen and dismiss CRM for Outlook notification
• Login to Yammer (Username: veronicaq@{OrgName}.onmicrosoft.com, Password: pass@word1)
• Navigate to demo scenario Opportunity
• In CRM nav bar expand Sales, expand the most recently used arrow for Opportunities, click on Expressed interest in
A. Datum X line of cameras
Sales Manager Overview Demonstration
Power BI Dashboards
Visual
Narrative
As a Sales Manager, PowerBI provides me a role-tailored dashboard
of Sales & Marketing data aggregated from various line of business
applications I need to manage my business.
Story: With not much time remaining in the quarter, I can easily
leverage all this data to help my sellers Zero In on the best deals to
focus on to help meet the quarterly sales target
Action: Click on Revenue Trend in left middle of the dashboard
Power BI Reports
Drilling into the dashboard chart opens a report to see more detail.
I notice revenue has been dropping while we’re losing more deals to
competitors.
Action: Click the yellow box in the upper left corner of the screen to
return to the dashboard
Alternatively click “edit report” and move the Top Competitors by Lost
Revenue chart over the Revenue Trend chart to see how charts can be
combined.
Sales Manager Overview Demonstration
Visual
Narrative
Power BI Q&A
Use Q&A to find out which competitors you’re losing deals to.
Type: Show lost oportunities by competitor by reason
Story: Notice a couple of companies have been out-selling you lately
or cancelling their orders. You dive in to see who owns these
relationships.
Sales Manager Overview Demonstration
User Interface (UI)
Visual
Narrative
Action: Type Show lost oportunities by competitor by reason into
the Q&A search box
Story: The data shows Veronica has been losing several deals lately.
You want to find out why as she’s been the top seller.
After speaking with Veronica, you quickly realize she does not have
time to give her customers the needed attention with so much on her
plate. Deals are taking too long to close and competitors have been
able to come in quickly at a lower rate.
Sales Manager Overview Demonstration
Combine Charts
Visual
Narrative
Story: You need to close some big deals to meet this month's quota
so look into the top open opportunities.
Action: From the dashboard, click the Top Open Opportunities chart.
Click Edit Report. Then drag the Sales Leaders by Revenue chart on
top of the Sales Leaders by Number of Deals chart. Notice two bar
charts become a scatter chart.
Click Veronica’s bubble to drill into her Opportunities.
Story: Veronica has a huge Opportunity that could push you over the
target. You want to help her close this deal.
Sales Manager Overview Demonstration
Embedded Excel
Story: I want to update the forecast to reflect our current projections
for the EOM sales report.
Action: In Open Opportunities, click Export to Excel Online
I can modify records in bulk with the power of Excel, right within
CRM. I add several Opportunities to the forecast then save back to
CRM with the click of a button.
Sales Representative Overview Demonstration
User Interface (UI)
Visual
Narrative
Story: Now let’s transition to the role of the Sales Representative –
who is working the deal identified by the Sales Manager.
Action: Open Opportunity Expressed Interest in A. Datum X line of
cameras
The CRM User Interface (UI) lets me easily review the information
about the Northwind opportunity from a single pane of glass. On the
top, the current sales stage, the actions completed and those still
outstanding. On the left are the opportunity details. On the right,
related records like key contacts, and in the center, the interaction
history. In one glance I know where we are in a deal and what needs
to be done next to move it forward.
Skype for Business Demonstration
Contextual Yammer
Skype for Business
Integration
Visual
Narrative
With Skype for Business (Lync) Integration I can see the status and
easily communicate (email, voice, video and meetings) with contacts
and users in CRM.
Story: I know that my teammate Alice has been working a similar
deal. I check her status on Skype for Business (Lync) to IM her for her
presentation. Unfortunately, as I can see from her status, she’s offline.
Action: Click Yammer
Yammer is an amazing tool that lets me engage all of my colleagues
across the organization (including non-CRM users) and breaks down
organizational silos. CRM lets me leverage the power of Yammer to
have a conversation in the context of this deal.
Story: I posted a message to Yammer asking for the latest Sales
Productivity deck. Lori (Not a CRM user) has responded and shared
that directly in-line with this conversation.
I’m ready to progress the deal so I advance the sales stage.
Action: Click -> Next Stage
Visual
Narrative
Process Bar
UI Optimized based on task
Sales Overview Demonstration
With the Process Bar the UI is optimized to guide the seller. When I
advance the deal to the Propose stage the screen changes to put the
focus on the task at hand.
To easily add the upgrade item, I highlight the first product, click on
Suggestions then add this cross sell item. I can also see
recommendations for accessories and upsell items.
Story: I need to get the proposal finalized.
Sales Overview Demonstration
SharePoint Integration
Visual
Narrative
Action: In CRM navigation bar click the down arrow beside Expressed
interest…
When I click on Documents I see all my updated sales content right
here, ready to go. These documents are stored in SharePoint but
offered up contextually regarding the opportunity I am working on to
keep me efficient.
Story: My team has updated the Sales Proposal.
Action: Click OPEN SHAREPOINT
Sales Overview Demonstration
Story: I can also collaborate on the deal with the sales team by using
OneNote. This helps us stay in touch and get the most up-to-date
information about the Opportunity.
Action: Click OneNote. Then open the record.
I can easily add my notes to share with the team. This is also
optimized for Phone and Tablet for when you’re on the go.
Sales Representative On the Go
Story: I can quickly open the Opportunity on my Windows phone by
using Cortana
Action: Say “CRM – Open Opportunity Expressed Interest in A.Datum
X-Line of Cameras”
Note: Open the opportunity without Cortana if using tablet or iPhone
Based on your conversation with the customer, you plan to offer a
discount. It’s easy to specify a discount for the product line. Notice
the process bar automatically adjusts to gain manager approval.
Sales Representative on the Go
Story: I want to review the team’s notes before submitting the final
proposal.
Action: Swipe to OneNote and Open the notebook. You can even take
handwritten notes!
Now it’s time to close the deal!
I’ve shown how the Microsoft Solution for Sales helps Sales Manager and Sales
Representative Zero In, Win Faster and Sell More.