MS Dynamics 365 Sales is a CRM software. It empowers businesses by providing them with a 360-degree view of their customers. Moreover, it allows them to act based on insights, drive personal engagement & close deals faster. At the same time, it also streamlines the customer interactions & customer relationships and promotes brand loyalty.
We know that for any business lead generation is an integral part of their Sales Cycle. While on the one hand, it helps them in identifying the right prospects and nurture strong relationships with potential customers. On the other hand,it speeds up the sales process and paves the way for accurate sales forecasts.
In this blog, we explore how businesses can manage their leads effectively using MS Dynamics 365 Sales.
What is Lead Generation?
Lead Generation is the process of identifying potential leads & accordingly driving them into their sales pipeline.
What is a Lead ?
A lead is “an organization or an individual with an interest in what a particular business is selling”. Therefore, for a business, “a lead could either represent one of their existing clients or someone they have not done any business with before”. Moreover, Leads can come from various sources. For instance, email queries, trade shows, website opt-in pages, social media channels, and so on.
Ways of Creating Lead Records In MS Dynamics 365 Sales
As leads are a key entity in the Sales Cycle, MS Dynamics 365 Sales provides businesses with multiple ways to create lead records.
Create Leads Manually
By using the Sales Hub App, businesses can manually create leads in MS Dynamics 365 Sales.
Convert Email Activities to Leads
Businesses can convert an email to a lead directly in MS Dynamics 365 Sales by using the Sales Application or Microsoft Dynamics 365 For Outlook.
Bulk Importing Leads
In MS Dynamics 365 Sales, businesses can import lead records in bulk as well. However, this can be done in two formats such as Microsoft Excel Files or CSV files.
Working With Lead Views In MS Dynamics 365 Sales
MS Dynamics 365 Sales provides businesses with multiple views for displaying the lead data. However, by default, the signed-in users only sees the leads that are assigned to them.
It shows all the leads that are presently open, irrespective of who the lead owner is.
It shows all the leads that have been closed and includes both qualified & disqualified leads.
It shows all the leads; both open & closed.
My Open Leads
It shows all the open leads that are assigned to the signed-in user.
Leads Opened Last Week
It shows all the leads created during the last week.
Leads Opened This Week
It shows all the new leads created during the current week.
Multiple Sections of Lead Records
MS Dynamics 365 Sales divides the information stored in lead records into multiple sections:
It contains information related to lead activities such as phone calls, appointments, etc. in a chronological order.
It provides reminders and notifications related to the lead. For instance an upcoming appointment.
It includes information on contact records noted in the lead records. Moreover, it also helps in identifying people involved in the decision-making process.
It contains information regarding other businesses targeting the same lead.
Business Process Flow
It shows guided business processes that help businesses throughout the sales lifecycle.
What is Lead Qualification?
The process of determining the possibility of a lead as a customer is known as lead qualification. Moreover, during the lead qualification process, businesses contact their leads for gathering more information about them. However, if the lead is viable, it is qualified and moves towards the next phase in the sales cycle. Besides, in MS dynamics 365 Sales, businesses can select the “Qualify” option in the lead record, for qualifying the lead.
Disqualifying a Lead
If the lead is not considered feasible, then it is disqualified. By disqualifying a lead, businesses no longer need to pursue them as customers. In Ms dynamics 365 Sales businesses can disqualify a lead from the lead record itself. Moreover, it also outlines several reasons for disqualifying a lead. For instance Cannot contact, lost, no longer interested, canceled, and so on.
In MS Dynamics 365 Sales, businesses can maintain lead records in the system itself as inactive records. However, they can only view the information stored in inactive records but cannot edit them. By doing so, MS dynamics 365 Sales ensures a historical record of the lead. At the same time, it keeps the lead available for reactivation at a later stage, if required.
Reactivating a Lead
With MS Dynamics 365 Sales, businesses can easily reactivate a lead. Once it is reactivated, the lead appears in the My Open Leads View of the original owner of the leads. And it starts functioning as a new lead.
To summarize, the lead management process in MS Dynamics 365 Sales empowers businesses to connect with their customers in a more personalized way; thereby creating a seamless experience for them.
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