>> Hi, I'm Elizabeth Mitchell,
Senior Product Marketing Manager for
Dynamics 365 for Sales, here at Microsoft.
I'm here today to share
the exciting new capabilities we're
launching in October 2018 for sales organizations.
But first, let's talk a bit
about why these improvements matter.
Relationships have always been key to winning in sales.
In the early days, the focus of any seller was on knowing
the customer and building
authentic one-to-one relationships.
With the introduction of technology,
sales organizations have experienced
significant increases in productivity.
Practices like telesales, role specialization,
sales and marketing automation,
and self-service have made sellers more productive.
But in the pursuit to productivity,
sellers have become more removed from buyers.
Over time, sellers have shifted away from
building relationships to executing transactions,
at a time when buyers expect
more authentic and personal interactions.
The root of the problem is
the disparate systems that sellers must
navigate to get the insights they
need to build strong relationships.
When crucial data about relationships
and accounts resides in silos,
in CRM systems, in social networks like LinkedIn,
and productivity in email systems,
it's impossible to derive
meaningful and actionable insights for
establishing and maintaining
strong customer relationships.
Sellers are overwhelmed with
too much information and not enough insight.
But for organizations that can harness
the data to gain relationship insights,
the results can be truly transformative.
Bringing these systems together,
means sellers can finally rise above
the noise and make intelligent decisions.
They have the insights that empower them to deliver
high touch personalized interactions
that foster relationships.
From being able to quickly gauge the health of
a relationship when reviewing accounts,
to knowing who from your company
can introduce you to your buyers,
to keeping track of job or role changes.
To address these problems,
were helping sales teams turn relationships into revenue.
Helping sellers build
relationships with the right people,
offering them insights and recommendations,
and enabling them to engage at scale.
Microsoft Dynamics 365 for
Sales empower sellers with the following capabilities.
Actionable insights that empower sellers to take
action confidently using embedded intelligence,
derive meaningful intelligence from
deep integrations with Office 365,
LinkedIn and across Dynamics to provide
sellers with contextual, actionable insights.
Unify the sales experience around
relationships with insights that
enable sellers to deliver the timely,
high-quality engagement today's buyers demand.
Increase revenue, boost productivity, and reduce costs,
when you automate sales processes through
a highly intuitive interface and
Microsoft Office embedded capabilities.
Delight sellers by helping them complete tasks
quicker with a modern user experience to achieve more.
So, what's new this October for sales organization,
sellers, and sales managers?
Let's dive into the new capabilities.
First, we've enhanced our integration
with LinkedIn Sales Navigator.
Now, Dynamics 365 applications,
powered by LinkedIn Insights are taken to
the next level by combining the modular and
customizable LinkedIn Sales Navigator controls with
the power and flexibility of Dynamics 365 Process Flows.
Any business process, including the sales scenarios,
can be created or enhance to feature
LinkedIn Insights about people and companies,
which help information workers complete
the stages and steps accurately and quickly,
driving the sales deals and other processes
forward toward a successful conclusion.
The Insights include, fundamental data about
companies including size, industry, and location.
Fundamental data about people including name,
company, position, and years of experience.
Icebreakers and conversation starters,
which are the key common aspects to
start the conversation with the warm engagement.
A path to a warm introduction with
connection lists that include first, second,
and LinkedIn team link connections that reach beyond
the information workers network by traversing
their entire organization and the aggregate networks.
Finally, recommendations for people similar to
a target lead or who play a key role in an organization.
With additional updates to the integration,
sellers can now get insight into
PointDrive interactions from Sales Navigator
within the Relationship Assistant.
Dynamics 365 for Sales is also introducing playbooks,
a new capability to help organizations automate
repeatable sales activities and
respond to external events.
In the age of the customer,
buyers have the upper hand in
the relationship with sellers.
With nearly limitless access to information,
they can dictate their own customer journeys
rather than follow a predefined business process.
Therefore, it's important to move from
a reactive process driven data repository to
proactive and predictive event-driven
guidance that can suggest
next best actions and
surface relevant sales activities to
successfully respond to external events.
One possible real-world application
of Playbooks is the following scenario.
If a decision maker and top champion of
the product leaves the organization
in the middle of a deal,
this can become an event with the potential to
jeopardize the entire commercial transaction.
With Playbooks, automation can
trigger a play that creates
a set of tasks and
activities needed to remedy the situation.
A task to reach out to
current contacts at the customer account and identify
the new stakeholder could be immediately followed by
an introductory phone call to better
understand the new stakeholder's priorities.
This carefully crafted orchestration of activities,
ensures that the new decision-maker is successfully
identified and turn into a new champion for the product,
so that the deal can be salvaged.
The new Playbooks capabilities
will allow organizations to configure
Playbooks and define the set of tasks and
activities to automate once triggered.
Search and launch Playbooks for
a particular scenario and track
the status progress of running Playbooks
against their outcome, successful or not.
Today, salespeople are on
twice as many teams compared to five years ago.
They work with an average of
six decision-makers and 16 colleagues to close a deal.
The modern sales environment requires
faster collaboration with more people and more data.
The Microsoft Teams integration with Dynamics 365 brings
together the capabilities that salespeople
need to collaborate more effectively.
Sales professionals can connect
a Microsoft Teams channel to any Dynamics 365 record.
With a connected channel,
sales teams can communicate more effectively through
persistent chat sessions across
the Dynamics 365 and Microsoft Teams,
ensuring no one misses the latest conversations.
Users can share and co-author sales
collateral with their entire team seamlessly,
from either Microsoft Teams or Dynamics 365.
Files get stored in one central location,
ensuring the entire team has easy,
consistent, and secure access to the latest documents.
Now that you've seen the latest enhancements to
our core sales functionality and
integration with LinkedIn Sales Navigator,
one of the things I'm most excited to share with you is
our new Dynamics 365 AI for Sales offering.
Dynamics 365 AI for Sales adds onto
the intelligent capabilities already
included in Dynamics 365
for Sales Enterprise such as
the relationship assistant with
additional capabilities that help you take your sales to
the next level with AI-driven insights.
Get additional insights into the hands of
your field sellers and inside sales reps.
Improve engagement and decision-making with
pre-built and embedded insights that are
quick to deploy and easy to act upon.
Reveal the best prospects and
customers for sellers to focus on,
as well as the most relevant and
impactful actions to move relationships forward.
Empower your managers to improve
sales performance and deliver proactive coaching.
Learn more about what we've
released in the AI for Sales video,
where I dive into the specific capabilities
we're launching with the offering.
Thanks so much for joining me today.
If you're looking to learn more about Dynamics 365 for
Sales and see some of these capabilities and action,
visit our business applications release notes site at
aka.ms/businessapplicationsreleasenotes or
watch the demo videos
that accompany this content. Happy selling.