Helping You To Achieve Your Sales Objectives with Dynamics 365

November 17, 2020 Imran Khan

Dynamics 365

Dynamics 365 for Sales is an integral tool for any organization.  Having all the sales data in a central location is key to nurturing a relationship with your prospects and to ensure their experience is optimal even beyond the Sales Cycle.  This will ensure your organization is setup for success and moving towards achieving your Sales Objectives.

There are far too many features to discuss within the Sales module and thus would focus on three key areas.  The three areas that will be detailed in this blog are:

  • Sales Process
  • Inbound Lead Generation
  • Business Process Flows.

Sales Process

Every organization has some form of an internal sales process however the terms might differ from organization to organization.

The Sales process within Dynamics 365 starts with a “Lead”.  A lead represents any person or organization you have the potential to do business with.  Some organizations might refer to a lead as a prospect or a target.

For instance, someone fills a form on your website, or you are handed a business card at a conference, etc. then you would store that information under a lead record in Dynamics 365.

You can either qualify or disqualify a lead record within Dynamics 365.  When you disqualify a lead, Dynamics 365 would prompt you on the reason of the loss.  Metrics like these can help analyze the reasons why leads are being disqualified and help with addressing them.

When a lead is qualified, Dynamics 365 automatically creates an ‘Opportunity’, ‘Contact’ or ‘Account’ for you.  Opportunities represent a potential sale where you can record the customer budget, products, estimated revenue, estimated close date, etc.

Inbound Lead Generation

There are various ways of creating leads within Dynamics 365 from manual to automatic.

The first method of creating a lead within Dynamics 365 is using the lead form and manually inputting the lead content into a form and saving the record.  This is the most basic and fundamental way of creating leads but the most time consuming.  There are other ways discussed below which automates the process of inbound lead generation.

The second method is to have an email which is monitored within Dynamics 365.  For example or  Whenever an email arrives within the monitored mailbox or mailboxes, Dynamics 365 will pick that email up and bring it into Dynamics 365 and create a lead record for you automatically.  This will ensure leads are not missed and are followed up on.  Once the lead is within Dynamics 365 the possibilities are endless for automation such as creating reminders, sending emails, etc.

The third method of having leads created within Dynamics 365 automatically is by having a web form on your website that integrates with Dynamics 365.  For example, you could have a ‘Book a Demo’ form where users enter their information which feeds directly into Dynamics 365 as a Lead record.  Alternatively, you can also let your website users download whitepapers etc. but prompt them to fill a form before doing so.  That information within the form could generate a lead for you and automatically create that lead within Dynamics 365.

There are many other ways to generate leads, but the purpose of the above scenarios was to show you the capabilities within Dynamics 365 and how Dynamics 365 will ensure that none of your leads are missed.

Business Process Flows

Business Process Flow is an essential tool within Dynamics 365 that you can utilize across multiple areas.  The purpose of the business process flow is to guide users allowing them to remember key steps to perform at each stage.  This will make the new employee training much quicker and less painful.  Having an electronic checklist with standardized stages will not only help your employees perform better sooner but also ensure a more consistent sales process within your organization.

Each business Process Flow can have multiple stages or phases.  Each stage within the business process flow will have a list of steps or tasks you would want your team to perform.  This list of steps or tasks is easily customizable to your requirements.  In the image above, the various stages are: “Qualify”, “Develop”, “Propose”, and “Close”.  Within each stage, as mentioned earlier, there are steps that the user will be prompted to fill.  These steps can be made required preventing the Dynamics 365 user from moving onto the next stage.

Dynamics 365 for Sales has many features to help you streamline and achieve your Sales Objectives.  However, we focused on the few key areas which will ensure your organization is following best practices and are set up for success.

If you would like to learn more about integrating Dynamics 365 into your sales approach, contact us here.


Imran Khan is a Functional Consultant at New Signature who has years of experience across multiple CRM applications including Dynamics 365. He enjoys learning new technologies with customer focus and usability in mind. Apart from helping clients, Imran enjoys the outdoors and loves traveling. His favorite time of the year is summer and fall where the outdoors can be enjoyed without too many layers.

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