Dynamics 365

Microsoft Dynamics 365 AI for Sales

14th Apr 2019 | 6 min read

Microsoft Dynamics 365 AI for Sales, also known as Sales Insights, is an add-on which incorporates the Relationship Assistant which is also part of Microsoft’s initial release of Relationship Insights and bespoke built scoring tool for Leads and Opportunities, plus other interesting features.

The add-on uses Microsoft Dynamics 365 AI for Sales so that you can track customer related activities, help you prioritise leads and opportunities, see clearly when a customer was last contacted and who else in the business has been interacting with them.

So what exactly comes with the add-on?

Predictive Lead & Opportunity Scoring

Scoring is the newest part to the add-on. Every industry has its own highly competitive market and it’s important that you focus on identifying and prioritising leads, as well as on the quality of, to convert them onto opportunities and drive them forward to a sale. The Predictive Lead / Opportunity scoring of Microsoft Dynamics 365 AI for Sales provides a grading model to generate scores for your leads/opportunities that are available for you in your pipeline. The grading is split over three parts:

Lead Score/Opportunity Score – This indicates the value that represents the likelihood of converting the record on a scale of 1 to 100. A lead/opportunity with a score of 100 has the highest likelihood of converting into an opportunity to a deal.

Lead/Opportunity Grade – The grades of the lead/opportunity are categorised into A, B, C, and D and is also indicated with a colour either green, purple, yellow and red respectively. As a business you can define score ranges for a grade, depending on your organisational requirements.

Lead/Opportunity Score Trend – Through score trending you can see the direction in which a lead/opportunity is trending such as with the use of directions arrows, giving you an immediate overview, and the opportunity to tackle or continue the momentum of the records. These trends are displayed by comparing the present score with the previous score.

Analyse and improve your lead/opportunity score

The Lead Score widget on the record allows you to see the top 10 reasons that are influencing that score allocated to the record. These reasons not only come from the lead attributes but also contain attributes from the related entities. This helps you to analyse and work on the lead to improve the score and convert it into a possible opportunity. This is the same for opportunity scoring.

  1. Basic Information. Displays the basic information of the record—such as lead score, lead grade, and lead score trend—to help you avoid going back to the My Open Leads Scored view to see basic information.
  2. Top Reasons. Displays the list of reasons that are affecting the lead score. This helps you to analyse and consider the lead for converting into an opportunity. You can also take necessary actions to improve the lead score, such as set up meetings and follow-ups.
  3. Feedback. Displays feedback that’s provided by a user to a lead. You can change the feedback with an appropriate lead score.

Notes analysis

Notes Analysis in Microsoft Dynamics 365 AI for Sales allows you to view and quickly enter notes on Timeline control (previously the activity wall). When you enter notes regarding a recent meeting, phone call or face to face meeting with your customer, Microsoft Dynamics 365 AI for Sales monitors these notes and gives you intelligent suggestions such as creating an appointment or generating a follow up call. With these suggestions, you can save time and effort by creating that meeting request and adding a contact right there on the note. Timeline control is available on contacts, opportunities, leads, accounts, and case forms.

When you save a note, the text is highlighted and when selected, suggestions are displayed. These suggestions include: Creating activities, tasks, contacts, meeting, content requests, and issue detection.

Creating a note such as “Meet the customer on the May 4 at 4:00 PM”, will trigger the add-on to skim the text and Microsoft Dynamics 365 for Sales will provides you with automatic suggestion to create an appointment.

When you have multiple suggestions Microsoft Dynamics 365 for Sales displays those multiple suggestions and you can pick which actions suit you best.

Who Knows Whom

One of the hardest things to do is create an initial contact without it seeming like a cold call. You will interact with leads whom you have never met or talked to and it can be difficult to turn these interactions into positive outcomes.

Microsoft Dynamics 365 AI for Sales provides a feature known as Who Knows Whom, and this feature provides you with details such as names and email addresses of your colleagues who know the lead. With these details, you can contact your colleagues for help in getting introduced to a lead and increase the chances of a positive outcome.

Microsoft Dynamics 365 for Sales uses communication and collaboration patterns of users in your Microsoft Exchange environment to calculate relationships ratings for Who Knows Whom.

This data helps connect you to others users from within your Microsoft Exchange environment to help create that connection.

Who Knows Whom is available on Contacts and Leads forms, so when you open a lead or contact and select the Sales Insights view, the Who Knows Whom tile is displayed.

Talking Points

Striking up that initial discussion can be a difficult task on its own, let alone trying to recall those personal items about each individual customer with every passing interaction. Microsoft Dynamics 365 AI for Sales makes creating that bond easier by allowing you build up information about your customers such as:

  • Latest entertainment event they attended.
  • Favourite sports or games they watch.
  • Vacations they had taken.

In Microsoft Dynamics 365 for Sales, Talking points provides a mechanism to automatically identify little conversation starters from your emails. The conservation starters include topics that are related to either sports, vacation, family and entertainment. These insights appear on the contact page and help you personalise the relationship you have with you customer.

Let’s say for example a customer sent you an email about a recent holiday in which he enjoyed skiing. Microsoft Dynamics 365 analyses the email and automatically categorises it to sports. This text will appear in the Talking Points tile in the sports category. Talking Points will only display the latest communication for each topic.

Microsoft Dynamics 365 AI for Sales is a tool which helps take your sales to the next level with AI driven insights creating personalised engagement and proactive decision making to build better relationships and increase revenue.

If you are interested in finding out more about Microsoft Dynamics 365 for Sales and would like to speak to one of our Microsoft Dynamics 365 Consultants to book a live demo of the features and functionality within the application please get in touch.

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Our specialist team of consultants look forward to discussing your requirements in more detail and we have three easy ways to get in touch.

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