Microsoft Dynamics 365 for Sales

Last week, we learned how Call Logs in Microsoft Dynamics 365 for Sales can be used to keep customers happy and keep salespeople on track with their Opportunities.

After we complete a task in Microsoft Dynamics 365 for Sales, it is marked as “complete”, so then the salesperson and sales manager knows the status of the Opportunity.

Imagine next steps…


Microsoft Dynamics 365 Sales

Lead Scoring in Microsoft Dynamics 365 Sales

Next week, you, the salesperson, have a meeting with your sales manager, and you know they are going to hammer on you looking at your leads and opportunities.

Therefore, you move to your Leads list where you can see the contact’s lead score.

Lead scores in Microsoft Dynamics 365 can be added automatically based on calculations or entered manually, whatever your organization’s preference is.

This is where integrating a marketing automation solution could especially come in hand.

Add-on sales tools like Sales Insights by Microsoft Dynamics 365 may benefit your team.

Once you decide on your tool, and lead score method (automatic or manual), you will move through the motions to see your lead score generated.

For the purpose of this post, we will value anything scored above 80 as something your sales manager will be interested in seeing during your 1-2-1 meeting.


Imagine we have a contact where we have not yet added notes or activities to their lead, so when we add them, the score moves up to 90, and makes the customer that much more presentable and viable during our 1-2-1 meeting. But, this isn’t where the buyer’s journey stops!

Why did things move up to 90? Because, this customer is ready to talk about our services. Therefore, we move them up as a “hot” lead, compared to a lesser state in the buyer’s journey.

You will always want to add notes and follow-up information to your contact’s lead to keep things accurate and moving forward in the buyer’s journey.

This strategy can be replicated for every lead in Microsoft Dynamics 365 for Sales to quicken the sales process.

Once you realize this is the case, you call them and execute on your team’s “proper” sales process, adding more notes about the call as you go to keep your sales manager and sales team informed.

After your discussion, it is determined that this potential customer meets your organization’s qualification criteria and is ready to move forward in their buyer’s journey to officially become qualified.

D365 for Sales


Next week, we will share next steps with you about how you can create an Opportunity off of this Lead or create an Account in a Contact.

Learn more about Microsoft Dynamics 365 for Sales when you click here.

If you’d like help implementing a solution like Microsoft Dynamics 365 for Sales, discover what our experts can do for you via this page.

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