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CRM News: What’s New in Dynamics 365 Sales

It’s time again for some Microsoft Dynamics updates. The 2020 release wave 2 for Microsoft’s CRM system further enables sellers to cater to buyers’ increasing preference for a smooth and streamlined digital buying experience – which is especially important and essential as we continue on the digital everything path necessitated by the pandemic. It also focuses on making tasks easier and more efficient for B2B sellers.

There’s a lot to love in the 2020 release wave 2 update, but we’ve gathered some of our favorites for you. Here are the highlights that B2B sellers will want to watch out for:

Sales Accelerator

Sales accelerator helps your inside sales team manage its daily workload better by prioritizing leads and opportunities. It is an evolution of the traditional sales experience for sellers, moving from a lead list to a prioritized queue. Sales accelerator speeds up the sales cycle by automating key sales functions such as sending template-based emails to clients. It also integrates diverse buyer information on a single screen for sellers, saving them precious time and enabling more insightful decision-making. The latest release facilitates automatic lead routing, better sequences experience, and enhanced customer engagement using phone dialer and integrated emails.

Enhanced Forecasting and Pipeline Insights

This feature empowers your sales team with the data and the intelligence required to identify and prioritize top leads. The latest release offers enhanced predictive intelligence to handle complex sales forecasting. Some highlights include multi-currency views, product-based forecasting, daily snapshots, drilldown and entity-based support. Advanced forecasting and pipeline intelligence enables your inside sales to focus time and resources on the opportunities that matter, leading to enhanced productivity. Insights offered by intelligence scores and predictive forecasting have been enhanced in this release.

Improved Customer Conversation Intelligence

Conversation intelligence provides sales teams with customer insights by transcribing calls automatically and analyzing conversations for customer sentiment and purchase behavior. Using the intelligence generated, sellers can guide buyers more efficiently toward a purchase. The latest release integrates Microsoft Teams calls directly with seller workflows and CRM. Call transcribing employs improved conversational KPIs to deliver advanced business insights.

Advanced Relationship Intelligence

Relationship intelligence enables sellers to identify potential customers, engage with them and build deeper customer relationships. This prebuild employs several parameters, such as notes analysis, relationship analytics, talking points and auto capture, to deliver goal-oriented results for businesses. In the latest release, the auto capture feature has been upgraded to a premium version. This means data capture becomes simpler, faster and better for sellers.

A New Mobile Feature

The 2020 release wave 2 introduces an intuitive mobile feature for sellers. This feature makes it easier for sales teams to access customer information and keep it up to date. From access to customer meetings and details on leads to post-meeting note additions, every sales task is easy, efficient and faster with the new mobile feature.

In Conclusion

A McKinsey & Company study reveals that 80 percent of enterprise businesses are likely to move to digital mode of purchase and sales. The study also reveals that enterprises expect sellers to deliver an enhanced digital purchase experience through the use of reliable, secure, intuitive tools. The new capabilities of Microsoft Dynamics 365 Sales enable organizations to deliver on these expectations.

About the Author:

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Suneel Buggal is a Pre-Sales Consultant at ClickDimensions.

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