Microsoft Dynamics 365 Sales
Selling is a team sport.
The system should act like it.
Dynamics 365 Sales puts leads, opportunities, quotes and customer history in one place, so the pipeline your leadership team reviews is the pipeline your sellers actually work. It only pays back if people use it, which is why we design it around how your team sells.
Microsoft partner delivering Dynamics 365 Sales implementation, recovery and optimisation in the UK.
Overview
What is Dynamics 365 Sales?
The customer engagement application for the work that happens before an order exists: relationships, pipeline, quoting and forecasting, held in the same platform as service and field work.
Dynamics 365 Sales
Pipeline and relationships
Leads, opportunities, quotes, forecasting and account history.
Before the order
Dynamics 365 Customer Service
After the sale
Cases, service levels, knowledge and the customer relationship over time.
Business Central
Order to cash
Where the won deal becomes stock, fulfilment, invoice and ledger.
CRM is a change to how people sell, supported by software.
If that change is not agreed first, the licences will not create it.
Sound familiar?
The problem is rarely the sales team.
It is that the information about a deal lives in inboxes, notebooks and personal spreadsheets, so nobody can see the whole picture at the same time.
The forecast is a negotiation
Numbers are assembled from spreadsheets and memory, then argued about rather than used.
Nobody knows what was promised
Commitments live in inboxes, so delivery finds out what was sold after the order lands.
Pipeline hygiene depends on nagging
Data only gets updated because someone chases it before the monthly review.
Good salespeople keep their own system
If the CRM slows them down, they will quietly work around it and the data goes with them.
Marketing and sales disagree on the truth
Two lists, two definitions of a lead, and no shared view of what actually converted.
Benefits
What changes when the pipeline is real
Not features. The handful of things leaders tell us made the difference once the system was being used properly.
Industries
The platform is standard. The way people sell is not.
Choose a sector to see the selling process the system has to support, what it is worth when it holds together, and what we bring to it.
Manufacturing example
- 1
Enquiry
- 2
Technical review
- 3
Quote
- 4
Order
- 5
Production
- 6
Repeat
Quoting depends on engineering input and lead times, so deals stall between the sales team and the people who actually know the answer.
What it is worth
- Quote requests routed with the technical detail attached
- Lead times and availability visible in the conversation
- Repeat business tracked rather than rediscovered
With InteliSense as partner
- We map the real quoting path before configuring anything
- Integration to ERP designed as part of the sales process
- Approval rules kept fast enough that people use them
How it works
Follow the deal through the business.
Dynamics 365 Sales connects the work around the same customer, product and pricing information the rest of the business relies on.
- 1Lead
- 2Qualify
- 3Opportunity
- 4Quote
- 5Order
- 6Renewal
Enquiries arrive from the website, campaigns and referrals into one queue with an owner and a definition of qualified that both sales and marketing have agreed to.
One record per organisation with the people, past conversations and open work attached, so a handover does not lose the relationship.
Stages are defined by evidence rather than optimism, so movement through the pipeline means something the leadership team can rely on.
Quotes are produced from agreed pricing with approval where discounts need it, which keeps margin visible before the commitment is made.
Forecast views are built from the same records the team updates daily, so the number in the review is the number in the system.
The follow-up work sits against the deal rather than in someone's head, which is what keeps pipeline moving when people are busy or away.
What was sold, at what price and on what assumptions travels into ERP or delivery, so nobody reconstructs the promise afterwards.
Reporting focuses on the handful of measures that change behaviour, rather than a dashboard nobody opens twice.
Customer experience
Customers describing what we are like to work with.
The strongest evidence of how we work comes from the organisations we work with.
80%
of our business comes from existing customers and referrals.
The best I’ve ever experienced in over 20 years of collaboration.
Programme Manager, Hill & Smith Plc
These are relationship and delivery stories, not scope or timescale claims. Nothing in them should be read as a promise about what your implementation would cost or how long it would take.
Before you call
The questions sales leaders ask us first.
A conversation, not a demo
Start with how your team sells.
Tell us where the pipeline stops being believable. We will tell you whether Dynamics 365 Sales is the right answer, whether you already own most of what you need, and what the first sensible step is.