Welcome to Dynamics 365 Sales! Dynamics 365 Sales enables salespeople to build strong relationships with their customers, take actions based on insights, and close deals faster. Use Dynamics 365 Sales to keep track of your accounts and contacts, nurture your sales from lead to order, and create sales collateral. You can also create marketing lists and campaigns, and follow service cases associated with specific accounts or opportunities. This article provides an overview of the capabilities of Dynamics 365 Sales.
Choose the offering that fits your needs
Here are the different Dynamics 365 Sales offerings to fit every need of a business:
- Sales Premium: Ideal for enterprises that need a sales automation solution, along with AI-driven insights powered by conversation intelligence, relationship intelligence and more. More information: Dynamics 365 Sales Premium
- Sales Enterprise: Ideal for enterprises that need a sales automation solution with contextual insights and advanced customization capabilities. More information: Dynamics 365 Sales Enterprise
- Relationship sales: Ideal for enterprises that need to connect sales records with LinkedIn to enhance business processes with data about people, organizations, and relationships. More information: Microsoft Relationship Sales
- Sales Professional: Ideal for enterprises that need a sales automation solution. More information: Dynamics 365 Sales Professional
Dynamics 365 Sales Premium
Dynamics 365 Sales Premium combines Dynamics 365 Sales Enterprise capabilities with AI-driven features. The AI-driven features continuously analyze the vast collection of customer-interaction data already stored in your Dynamics 365 Sales and Microsoft 365 databases. This helps you to better understand your business relationships, evaluate your activities in relation to previous successes, and choose the best path forward. Also, it enables you to build strong relationships with customers, take actions based on insights, and close opportunities faster.
When you subscribe to Dynamics 365 Sales Premium, you get the following capabilities in addition to Dynamics 365 Sales Enterprise capabilities:
- Guided selling: Guide sellers on their next course of action with timely and actionable insights. You can achieve this through the Sales accelerator feature.
- Relationship intelligence: Build stronger relationships with customers and move relationships forward with AI-guided selling. Free up sellers’ time by minimizing manual data entry with contextual, real-time suggestions for updating existing records and creating new records, making sure your data is always up to date. Take preemptive steps to mitigate risks with a relationship health score. The following features are available:
- Assistant
- Relationship analytics and health
- Who knows whom
- Conversation intelligence
- Predictive models: Increase conversion and win rates by using AI to prioritize leads and opportunities with the highest likelihood to convert and buy. The following features are available:
- Predictive lead scoring
- Predictive opportunity scoring
- Predictive forecasting
Dynamics 365 Sales Enterprise
With Sales Enterprise, your sales organization can automate the sales process from lead to cash, run marketing campaigns, enforce best practices, collaborate with customers, and much more. The following capabilities are available in Sales Enterprise:
- Nurture sales from lead and cash: Achieve more consistent sales interactions by following the sales process as it takes you through each stage, from creating a lead to closing the sale. More information: Understand the sales process.
- Forecast sales: Predict how much revenue your sales team will generate in a given timeframe. Track individual sales performance against quotas, to proactively identify pipeline risks and provide coaching. More information: Project accurate revenue with sales forecasting.
- Enforce best practices with playbooks: Automate repeatable processes and define your organization’s best response to events that impact sales. For example, the best response is when a decision-maker leaves an organization while the team is working on a deal with that decision-maker. More information: Enforce best practices with playbooks
- Run and track marketing campaigns: Promote your business and improve sales with targeted marketing campaigns. Track customer response and costs for each campaign. More information: Get started with in-app marketing (Sales).
With your Dynamics 365 Sales Enterprise license, you can set up and experience Sales Premium features such as a Sales accelerator, conversation intelligence, and predictive scoring with a limited monthly capacity. More information: Digital selling capabilities in Sales Enterprise
Microsoft Relationship Sales
The Microsoft Relationship Sales solution combines LinkedIn Sales Navigator with Dynamics 365 Sales Enterprise or Sales Premium, to empower sellers to have more personalized and valuable interaction with customers by:
- Embedding Sales Navigator in Dynamics 365 Sales
- Syncing activities from Sales Navigator
- Saving accounts, leads, and contacts to Sales Navigator
- Smart Links
Dynamics 365 Sales Professional
The Sales Professional app is similar to the Sales Hub app, but the entities included in the Sales Professional app are a subset of the entities included in the Sales Enterprise. More information: Overview of Dynamics 365 Sales Professional
View the Comparison chart
To know the capabilities available in each solution, go to the Compare Dynamics 365 Sales plans section on the Pricing.
How Dynamics 365 helps transform your Sales organization
Dynamics 365 Sales comes with digital selling capabilities with prebuilt intelligence that equip sales teams with adaptive guidance to better serve customers. Here are the capabilities in detail:
Meet buyers where they are
Engage and interact with your customers at the right time and place, using methods that they prefer:
| Capability | Description | Reference links |
|---|---|---|
| Know the exact customer to engage | Shorten the sales cycle with a single workspace that has everything that sellers need to engage the right customer, stay focused, and maximize productivity. | Administrator: Configure the sales accelerator Seller: Prioritize your sales pipeline by using the work list |
| Complete the next best activity | Help sellers focus by giving them clear and achievable sales activities, prioritized through artificial intelligence (AI) and predictive scoring. | Administrator: Configure the sales accelerator Seller: Prioritize your sales pipeline by using the work list |
| Communicate with effective call techniques | Converse with empathy by employing AI-powered conversation intelligence to detect customer emotions, sentiments, and priorities. | Administrator: First-run setup experience for conversation intelligence Seller: View and understand the call summary page |
| Connect across channels | Streamline selling with integrated multichannel communications such as softphone dialer, Microsoft Teams dialer, and email templates. | Administrator: – Integrate a sample softphone with Dynamics 365 Sales – Configure Microsoft Teams dialer – Set up enhanced email Seller: – Call a customer – Send emails using the enhanced email experience |
| Meet and collaborate virtually | Provide coordinated virtual engagement with an enterprise collaboration hub that brings together colleagues, customers, and contextual customer data. | Administrator: Install and set up Microsoft Teams integration Seller: Basic Collaboration experience for Microsoft Teams integration with customer engagement apps in Dynamics 365 |
| Gather and act on customer feedback | See the customer’s point of view and improve sales engagement by incorporating survey insights from Dynamics 365 Customer Voice—included with Dynamics 365 Sales. | Dynamics 365 Customer Voice documentation |
Build relationships
Build relationships with customers through information from LinkedIn and relationship analytics:
| Capability | Description | Reference link |
|---|---|---|
| Get insights from LinkedIn Sales Navigator | Within a unified experience from Dynamics 365, view contextual LinkedIn profiles and insights as part of the account, contact, lead, and opportunities records. | Administrator: Integrate LinkedIn Sales Navigator solutions for Dynamics 365 Sales Sales manager/Seller: How to sync LinkedIn leads by using Dynamics 365 Connector for LinkedIn Lead Gen Forms |
| Find new buyers | See recommended leads and discover mutual connections who can provide a warm introduction. | Administrator: – Integrate LinkedIn Sales Navigator solutions for Dynamics 365 Sales – Configure who knows whom Seller: -How to sync LinkedIn leads by using Dynamics 365 Connector for LinkedIn Lead Gen Forms – How to get introduced to a lead |
| Keep track of buyers | Within a unified experience from Dynamics 365 Sales, find out when contacts change jobs and visualize relationships between contacts with interactive org charts. | Administrator: Integrate LinkedIn Sales Navigator solutions for Dynamics 365 Sales Sales manager/Seller: How to sync LinkedIn leads by using Dynamics 365 Connector for LinkedIn Lead Gen Forms |
| Get a unified view of interactions | Use a comprehensive timeline across Dynamics 365, Microsoft 365, and LinkedIn Sales Navigator to deliver consistent experiences. | Administrator: Integrate LinkedIn Sales Navigator solutions for Dynamics 365 Sales Sales manager/Seller: How to sync LinkedIn leads by using Dynamics 365 Connector for LinkedIn Lead Gen Forms |
| Identify customers who need attention | Track relationships with a single score based on signals from Dynamics 365 and Microsoft 365 that reveal relationship health and risks. | Administrator: Configure relationship analytics and health Seller: Use relationship analytics to gather KPIs |
Collaborate seamlessly
Collaborate with customers by getting visibility into the right data and communicate seamlessly using Microsoft Teams:
| Capability | Description | Reference link |
|---|---|---|
| Gain visibility into the right data | Access customer data and insights in Microsoft Teams to collaborate productively within the sales team. | Administrator: Install and set up Microsoft Teams integration Seller: Basic Collaboration experience for Microsoft Teams integration with customer engagement apps in Dynamics 365 |
| Communicate in context | Use embedded Microsoft Teams chats in Dynamics 365 for real-time collaboration within the sales team. | Administrator: Install and set up Microsoft Teams integration Seller: Enhanced Collaboration Experience with Microsoft Teams |
Boost seller productivity
Boost seller productivity by automatically capturing tasks and integrating sales processes with marketing:
| Capability | Description | Reference link |
|---|---|---|
| Minimize routine tasks | Get suggestions to automatically create new records such as contacts, meetings, and tasks. | Administrator: – Configure notes analysis – Enable and configure auto-capture Seller: – How notes analysis assists you with the suggestion – Capture customer-related activities with auto-capture |
| Automate sales and marketing processes | Connect your processes with a common platform to optimize efficiencies and marketing ROI and lead handoff. | Administrator/Seller: Overview (Marketing) |
| Work seamlessly using everyday apps | Minimize app switching with contextual sales data surfaced in productivity apps like Outlook. | Administrator: Deploy and install Dynamics 365 App for Outlook Seller: Basic navigation in App for Outlook |
| Manage the pipeline in a single workspace | Use an intuitive, personalized workspace to view deals, get context, and act swiftly. Get one-click actions and built-in productivity and collaboration from Microsoft 365 and Teams (preview) | Administrator: Enable the deal manager workspace Seller: Using the deal manager workspace |
Keep selling on the go
Get information on day-to-day tasks and keep your deals current even while you’re on the move using the mobile application:
| Capability | Description | Reference link |
|---|---|---|
| Juggle tasks with ease | Stay on top of tasks from anywhere with a mobile-first interface that includes push notifications and a robust search, and quickly create or update records in mobile-optimized forms. | Seller: Use the Dynamics 365 Sales mobile app |
| See daily priorities at a glance | Quickly scan upcoming meetings, recent contacts, and real-time notifications to accelerate customer engagement. | Seller: Learn the basics |
| Prepare for meetings | Using the mobile app for iOS and Android, view critical meeting details, attendee information, and AI-generated reminders, and join Teams meetings all from a single meeting card. | Seller: View meetings |
| Skip the manual data entry | Easily capture notes using voice-to-text or the camera on your smartphone for automatic association with related records. | Seller: Manage notes |
Adapt to rapid changes
Get advanced information about revenue projections, performance, and daily actions, and plan better.
| Capability | Description | Reference link |
|---|---|---|
| Streamline forecasting | Gain visibility and control over revenue with a flexible forecasting solution that reveals risks and opportunities. | Administrator: – Configure forecasts in your organization Seller: – View a forecast – View and understand data through drill-down entities – View and manage underlying opportunities |
| Increase forecast accuracy | Leverage built-in AI to augment seller-submitted forecasts and view deal flows and trends. | Administrator: – Configure premium forecasting – Take snapshots automatically Seller: – Analyze revenue outcomes by using predictive forecasting – Understand forecast projections by using trend charts – Analyze deal flows between snapshots |
| Gain real-time visibility into sales performance | Use interactive dashboards and reports to track performance, make data-driven decisions, and deliver more effective coaching. | Administrator: – Create or edit a Power BI embedded system dashboard – Use Power BI with Microsoft Dataverse data – Use Power BI Seller: – Add or edit Power BI visualizations on your dashboard |
| Tailor processes based on best practices | Design a sequence of activities and connect the sequence to leads and opportunities that appear in a seller’s work queue. | Administrator: Create and activate a sequence Seller: Prioritize your sales pipeline by using the work list |
| Adapt AI to your unique needs | Use a powerful, flexible, no-code tool to quickly design and implement the next best action recommendations for your sales team. | Administrator: Configure the assistant Seller: Use the assistant to guide customer communications |
| Quickly create custom applications | Extend and adapt the solution with Microsoft Power Platform, including Power Apps and Power Automate, to create custom applications and orchestrate workflows to optimize revenue generation. | Administrator: Overview of creating apps in Power Apps |
Integrations
Integrate Dynamics 365 Sales with other applications that your Sales team is leveraging so that you can improve seller efficiency and customer collaboration:
- Integrate LinkedIn Sales Navigator solutions
- Microsoft Teams integration
- Install ZoomInfo app
- Integrate a sample softphone with Dynamics 365 Sales