Accelerating Revenue with D365 Sales

With sales teams spending around 18% of their time in CRM according to Forbes, many business leaders are looking go beyond the core functionality of their system and unlock further competitive advantage. Below we explore 4 features of Dynamics 365 for Sales that can help accelerate revenue.

The author of this page: James Donohoe
James Donohoe, Microsoft Business Applications Account Manager Mar 24, 2022

AI capabilities in Dynamics 365 Sales, can help organisations drive efficiencies in the selling process by identifying and suggesting next actions, allowing the seller to better prioritise their activities. With the features listed below now enabled for Dynamics 365 Enterprise customers, we explain how these features enhance productivity and customer connection.

Enhanced Collaboration

Another convenient feature is that MS Teams chat is embedded, enabling users to collaborate with stakeholders directly from within Dynamics 365. This means that certain chats can be linked to leads or accounts for easy access to past conversations and relevant details of any record. As all records can be connected to teams and channels, this allows users to collaborate efficiently without switching context. All chats concerning a single record can be linked so that they are all in one place. Ultimately this enables sellers to easily work with customer information in D365 and share files from MS Teams. This helps employees be more productive and get work done more efficiently. Again this feature must be enabled within D365 before it can be used.

Real Time Call Insights

A feature called “Conversation Intelligence” within Dynamics, helps sellers be more productive and efficient through the use of analytics and data science. Calls are analysed in real time with key insights and committed actions generated in the call conversation. The user can also enable recording with real time transcription and insights to gain more value from calls with clients. These recordings can also deliver rich AI driven call insights and sentiment analysis call summaries. As well as this, keywords can be tracked in these conversations, such as words and phrases that are specific to your solution or industry. This means that any subsequent calls can track and identify these items if they are spoken about on a call. These recordings can be kept on Microsoft provided storage or alternatively your own Azure storage. To avail of this feature Microsoft Teams calls with conversation intelligence must be enabled within your Dynamics 365 set-up.

Predictive Lead and Opportunity Scoring

Predictive lead and opportunity scoring use machine learning models to calculate a score for open leads and opportunities. This score helps sellers identify the records which need immediate attention and allows sellers to prioritise tasks in order of importance. This effective prioritisation enables sellers to quickly tackle the right leads and opportunities to increase conversion and close rates. The accuracy of this score is taken from the results of previous leads and opportunities dated back two years. It must be noted that you need at least 40 qualified leads and 40 disqualified leads to create this model. Under each record, there will be a score and a grade, along with the reasons for why this score was generated.

Sales Accelerator

The Sales Accelerator helps users build a strong and prioritised pipeline, offering context and surfacing automated recommendations throughout a sales sequence. This helps speed up the sales process and helps sellers to sell smartly. This feature can be enabled for all users or just specific users. Further record types can be added to the sales accelerator, such as invoices, orders and entitlements. The worklist in this feature shows the user who they should be contacting next. This list can be filtered and prioritised based on users preferences, with AI data points.

Sequences are another feature of the sales accelerator and are used to give instructions on time intervals between communication to a lead. Best practices are also defined within sequences for the different record types. This can help sellers overcome training issues or a lack of documentation. These best practices help save time for sellers as it prevents them from needing to create manual to-do lists and allows them to focus on selling.

To learn more about how Dynamics 365 Sales can benefit your organisation, get in touch today.

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