Microsoft Dynamics 365 Sales is a well-rounded application which offers all the standard functionality you’d expect plus so much more
The one question every Sales Director asks themselves daily is ‘how to generate more leads’ (and ‘who’s making the next cuppa’, but this article will be about generating leads, not the perfect cup of tea… sorry!)
We all know the data’s out there to do it… but taking advantage of it isn’t an easy task is it?
If you’ve a typical sales department you’ll almost certainly have access to an historic CRM system with past leads and clients stored on it, perhaps even an opted in email database on something like Mailchimp or Pure 360.
No doubt you’ve also access to LinkedIn, Twitter and other social media accounts with both your company’s followers and people you’d like to target in the future.
However, sales teams have so much data available to them these days that it can be difficult to even gain a concise view of what current and past customers want, let alone actionable intelligence on potential sales leads.
The ideal goal would obviously be to have instant access to that intelligence which can then be used to maximise leads and sales whilst using as little of your team’s resources as possible.
Or in other words… The maximum gain for the minimum of effort.
Without the right technology backing your efforts up though, getting hold of the in-depth insights you need to make data-supported decisions can feel like an insurmountable job.
That’s where Microsoft Dynamics 365 Sales comes in…
What is Microsoft Dynamics 365 Sales?
Microsoft Dynamics 365 Sales (which sits alongside Dynamics 365 Customer Service, HR, Field Service, Finance, Supply Chain Management, Retail and Commerce) is one of the Dynamics 365 Cloud-based applications and CRM (customer relationship management system) suites and can be customised to fulfil almost any sales department-based need.
It empowers smarter selling by implementing easy to use, stress free processes by employing cutting edge relationship building and management capabilities.
It does all this and more with cloud-based AI management software that employs real time sales data reporting, data rich contact records and automated smart workflows.
What does all that mean in plain English you ask?
What Can Microsoft Dynamics 365 Sales Do?
In short, Microsoft Dynamics 365 Sales will do whatever you need it to and more but specific functions include…
- Implementing smarter selling using contextual AI insights
- Being able to scale and monetise your relationship building efforts
- Free up more time for selling by automating routine data entry tasks about prospects
- Accelerate sales performance by improve coaching with actionable AI generated intelligence based off current and past sales trends
Implement Smarter Selling Using Contextual AI Insights
As you can see from the above screenshot, Microsoft Dynamics 365 Sales Insights can be configured to monitor email exchanges between your sales team and prospects and even transcribe phone calls between them if you want.
The AI can then use those transcripts to highlight trending words to help indicate, at a top level, what your customers/potential customers are concerned about, identify positive and negative sentiments on calls and email exchanges and even check for mentions of competitor brands.
This data can then all be compiled into a handy dashboard to easily identify broad trends or by deep dives into individual calls/emails for specific answers.
It also allows you to compare the language and sentiment used by individual members of your sales team(s) so that you can see at a glance what kinds of sales pitches are proving successful and which aren’t.
It can identify what the talk-to-listen ratio of your teams are and what ratio customers respond best to by linking up to your sales conversion data but will also go deeper and identify the phrases that your best sellers most often use and the emotions and sentiments they portray in their interactions with customers.
These insights can then be used by yourself and your training staff to coach best practices to the rest of your sales teams.
Microsoft Dynamics 365 Sales Insights can then help pinpoint emerging trends and needs within your client base, allowing you to react accordingly by providing insightful data based on the AI’s machine learning.
- Is a competitor’s name consistently mentioned along with free delivery? Perhaps that’s something you should be offering?
- Are the sentiments portrayed when a competitor is mentioned consistently negative? Perhaps now would be time for a stronger push to their client base…
It doesn’t stop there though…
Microsoft Dynamics 365 Sales Insights can also provide insights on the leads your sales team are currently working on in real time with the AI providing live data on if and when they’re most likely to convert, allowing you to prioritise those with the highest likelihood of converting.
It can also be used as a relationship building tool…
If a new name is mentioned on a call or email Microsoft Dynamics 365 Sales will prompt the sales rep dealing with it to create a new record (see above screenshot) as well as instantly scouring LinkedIn and your Microsoft Exchange to see if any other members of your organisation already know them to help in making a warm contact.
Finally, there’s also a voice powered Microsoft Teams app extension for your on the road team that will work constantly behind the scenes to generate new hot leads.
- With voice recording and transcribing it will allow your on the road sales reps to stay on top of sales activity whilst giving you total oversight (never an easy task when so much time is spent driving).
- They can go into meetings prepared with a comprehensive meeting brief that includes relevant insights to that meeting that would include the attendees and the company itself as well as highlighting anyone in your organisation that may already know the people attending for your sales reps to liaise with ahead of time.
- By using their phones camera it can speed up and improve note taking and record keeping, instantly recognising and transcribing business cards and scribbled notes from meetings.
Scale And Monetise Your Relationship Building Efforts
Going a little deeper on how Microsoft Dynamics 365 can be utilised for relationship building, it will…
The first thing the AI will do is make sure your team is connecting with the right people.
With over 660 million people on LinkedIn, spread across 200 different countries and territories connecting with the right decision makers and influencers can be difficult.
Microsoft Dynamics 365 Relationship Builder application will help your team identify and connect with all the relevant members of an organisations buying committee as well as help visualise the best path to reach each buyer, possibly by suggesting people you’re already connected with, either in your organisation or your network that you’re already connected with, to make a warm introduction.
It doesn’t just suggest how to connect with people though. Once the AI behind Microsoft Dynamics 365 Relationship Builder starts working for you it’ll also offer insights into your relationships and how best to engage with connection.
It can keep track of the people you’re connected with, both through your interactions on the phone and via email, and through the content they share or engage with on LinkedIn, suggest conversation topics your contact will be most likely to engage with your sales team on.
This could mean that one of your sales prospects could be talking a lot about subject X on LinkedIn, a need you may have been previously unaware of that you can now raise as a topic with them. It could also identify an existing customer looking for a new supplier, giving you the opportunity to head the problem off at the pass.
There’s so much more Microsoft Dynamics 365 can offer your business (and that’s before we’ve even touched on Dynamics 365 for Customer Service, HR, Field Service, Finance, Supply Chain Management, Retail or Commerce!) but due to how customisable it is we’d be here listing the possibilities all day.
Hopefully it’s given you an indication of what’s possible though and if you’re intrigued our team of Dynamics experts are always happy to discuss your business needs and see how Dynamics 365 suites can best be utilised to transform your business.