>> Hi, I'm Elisabeth Michaud,
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 with our brand new offering,
Dynamics 365 AI for Sales.
But first, let's talk a bit about
why these improvements matter.
With Dynamics 365 AI for Sales,
enable your sellers to build
relationships and increase revenue,
provide actionable insights to drive
personalized engagement and proactive decision-making.
Dynamics 365 AI for Sales empower
sellers and sales managers with relevant insights,
provide sellers with embedded insights right in
the context of their workflows and daily activities in
CRM and helps organizations get started
quickly with AI that works right out of the box.
Dynamics 365 AI for Sales adds on to
the intelligent capabilities already included
in Dynamics 365 for Sales enterprise,
such as the relationship assistant
with additional capabilities that
help you take sales to
the next level with AI-driven insights.
Get these 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.
Now, let's dive into
the specific capabilities of Dynamics 365 AI for Sales.
First, we've brought AI capabilities to
the Dynamics 365 interface sellers use on a daily basis,
providing them with embedded intelligence.
Dynamics 365 predictive lead scoring is
a machine learning model-based predictive
scoring mechanism that scores leads
on a scale of one to 100
based on their likelihood to become an opportunity.
Predictive opportunity scoring is
a machine learning model-based
predictive scoring mechanism
that scores opportunities on a scale of one to
100 based on their likelihood to become a one deal.
Relationship analytics, now part of
Dynamics 365 AI for Sales,
is even smarter with LinkedIn InMail.
Predictive lead scoring offers an out of
the box machine learning model that considers attributes
from related entities such as contact and
account apart from the attributes of the lead entity.
Predictive scores are backed by
top reasons influencing the score.
Lead scores, along with score trend and
talk reasons are available
on out-of-the-box forms and views.
With predictive lead scoring,
sales reps can prioritize their efforts
on deals that have a higher likelihood to convert.
Predictive opportunity scoring offers
an out-of-the-box machine learning model that considers
attributes formulated entities such as contact and
account apart from the attributes
of the opportunity entity.
Opportunity scores along with score trends and
top reasons are available
on out-of-the-box forums and views.
With predictive opportunity scoring,
sales reps can not only prioritize
their efforts on deals that have a higher likelihood to
convert into a win but can also quickly
focus on good opportunities that start to lose traction.
Relationship analytics help salespeople
manage the opportunities pipeline
by analyzing interactions to
synthesize the health of customer relationships.
By combining the engagement data from Dynamics 365,
Exchange Online and LinkedIn InMail,
relationship analytics provides a more accurate view
of the health of a sales deal
in the opportunity pipeline.
Information workers benefit from a holistic analysis
of their engagement across multiple channels and can
leverage the health score to improve sales efficiency by
better prioritizing their time with
the deals that need the most attention.
Other capabilities we're bringing to market
in AI for Sales include notes analysis,
talking points and who knows who.
With notes analysis, get intelligent insights
within the app while you're
taking notes for your customers.
Notes analysis looks at your interactions with
customers and suggests actions that you can perform.
The suggestions include creating a task to follow
up with the customer and
creating an appointment to meet with them.
With talking points, salespeople
interact with many people over a period of time,
remembering every detail about
every person they interact with isn't always possible.
Talking points helps busy salespeople by
looking at their past communications to extract
key details about the customer or contact on
topics such as sports, family, and entertainment.
These topics help salespeople in
starting a conversation or building a rapport
with customers with whom they have not spoken
recently or have never met face to face,
and who knows whom salespeople
can easily identify colleagues within
their organization who can
introduce them to lead their contacts.
Warm introductions greatly increase
response rate and interest.
These warm introductions increase sales performance
and improve lead opportunity conversion rates,
extending later to close the deal,
who knows whom empower sellers to
increase sales conversion by leveraging
their company network to get introduced to
prospects and convert a cold call into a warm engagement.
The new Dynamics 365 AI for Sales experience for
sales managers coming to public preview takes
the hassle out of sales performance analysis by
proactively and prescriptively providing
useful insights from sales data.
The Microsoft Call Intelligence offering enables
smarter coaching to boost sales conversion rates.
By connecting call center telephony
recording systems to the app,
call center managers can generate
conversation insights that bring value
from the organization's existing assets.
Key benefits include coaching driven by
accurate call statistics on sentiment,
keyword mentions and KPIs,
benchmark against conversational KPIs
such as talk to listen ratio,
longest customer monologue, and participants switch ratio
that signal whether reps are aligning
with conversational best practices.
Dynamics 365 and non-Dynamics
organizations will be able to
call intelligence to generate
insights and increase the output of their reps.
The experience helped sales managers
evaluate and improve the performance of
their sales teams on
Dynamics 365 and other sales applications.
With churn measurement and pipeline forecasting
using relationship health scores,
sales leaders can better optimize their sales strategies.
The following are key capabilities being
surfaced in the sales manager experience.
A homepage that provides managers with
answers to the most common questions regarding
their team's performance and also provides
useful insights to quickly allow them
to focus on the right deals and activities.
On natural language processing based Q and A that allows
managers to conversationally ask
questions and receive reports from the sales data.
Lead prioritization, leveraging predictive lead scoring,
opportunity pipeline analysis using
the relationship health score powered by exchange data,
sales team performance analysis,
and individual scorecards.
And Richer sales activity reports using
relationship analytics bringing valuable data
from Exchange and Dynamics 365 graphs.
Here's a full picture of the AI capabilities across
both our core Dynamics 365 for
Sales application and
the new Dynamics 365 AI for Sales offering.
To help the sales organizations
turn relationships into revenue,
we've included key AI functionality to help
sellers succeed in the core sales application.
Capabilities like the relationship assistant,
email engagement and, auto data capture.
For organizations that want to take
sales to the next level,
AI for Sales empowers sellers with predictive scoring,
relationship analytics,
and connection insights like who knows whom.
Organizations can try the preview of
our sales manager capabilities as well,
including sales and team
performance insights and call intelligence.
With all of our offerings,
we aim to empower people across
your organization to discover predictive insights,
taken formed actions and communicate with
customers leveraging
the power of artificial intelligence.
To learn more about the additional AI
capabilities we're bringing to market
in other lines of business, visit Dynamics.microsoft.com.
Thanks so much for joining me today.
If you're looking to learn more about Dynamics 365 AI
for Sales and see some of these capabilities and action,
visit our business applications
release notes at aka.ms/businessapplicationsreleasenotes,
or watch the demo videos that accompany this content.
I'm so excited to see how you'll take sales
the next level with AI for Sales. Happy selling.