Microsoft Viva Sales is Microsoft’s latest tool which helps sellers by bringing CRM, Microsoft 365, and Microsoft Teams together on one platform

What does Microsoft Viva Sales do?

The primary function of Microsoft Viva Sales is to link CRM systems (for example, Dynamics 365 and Salesforce) with Microsoft Teams and Outlook in order to prove their functionality by updating CRM records and analyzing sales meetings.

Outlook Viva Sales enhancements

• Through Mail integration, Viva Sales provides an easy access to CRM data of the people particularly associated with email account.
• It also gives the facility of directly updating a client’s CRM record without leaving Outlook.
• New contact records can also be created directly from email
• Also, all the incoming and outgoing communication can be saved into CRM
• Previous and coming activities of the contacts can also be monitored in Outlook
• It also gives the opportunity to add notes on meetings with no sync to CRMAdd personal notes against meetings that do not sync to CRM

Teams Viva Sales enhancements

• Viva Sales will automatically generate a meeting summary based on the transcription provided during the meeting that is conducted through Microsoft Teams. Along with the summary, it will also give an overview of the conversation, a list of key-words, and also details of customers’ aptitude and sentiment.

The summary also includes:

• people’s names mentioned during the call
• names of the products
• some of the keywords
• also, the names of brands and organisation mentioned during the the call
• a list of questions asked by the sellers
• questions asked by people other than the sellers during the call
•  time-periods mentioned during the call.
• Transcripts of calls and options for translation
• Also, call playback, and compartmentalization
• The sentiments detected in the conversation are categorized as positive, negative and neutral. The progress bar can be dragged to a specific point on the timeline and the call transcript can be made to automatically detect the selected point.
• Ease in sharing CRM records within conversations

Cost of Viva Sales

It has a monthly cost of £30.20 per month for a single user. However, for the present users of Dynamics 365 Sales Enterprise & Dynamics 365 Sales Premium, it is free.

How can I install Viva Sales?

Viva Sales can be installed by Microsoft 365 Administrators through Appsource. Once installed users can configure Outlook and Teams and link them to the CRM of their choice and benefit from this latest development.

Planning is crucial in sales. Without a strategy, a salesperson may give up on a prospect too quickly or appear overly aggressive. A potential consumer may forget about a proposition or feel irritated if you approach them too frequently. A sales cadence is built on the creation of a step-by-step plan on how to follow up with prospects at each stage of the sales process. Microsoft Dynamics 365 Sales features enable you to design, manage, and grow customized sales processes throughout your company.

Top salespeople have a well-thought-out strategy for achieving their objectives, whether they’re showcasing a product or following up on leads. Knowing where your prospects are in the buyer’s journey and understanding how to approach them in the right way, with the appropriate message, at the right time to advance them to the next step is key to a successful plan, or sales cadence.

If you don’t plan ahead of time, you’re intending to fail.

A modern phrase.

This article will teach you how to:

•  What exactly is a sales cadence?
•  What to think about while creating a sales cadence
•  What does a good sales cadence look like?
•  How Dynamics 365 Sales may aid in the development of a sales cadence

What is the idea of a sales cadence?

A sales cadence is a step-by-step strategy for connecting with prospects and closing sales. A sales cadence is a set of activities that occur at regular intervals, such as reaching out on LinkedIn, sending emails, making phone calls, sharing case studies, scheduling meetings, and sending text messages.

Sales professionals are more efficient when they have a good sales cadence. A sales cadence instructs salespeople on which prospects to contact, how to communicate with them, and what information to offer at each point of contact. This method eliminates guesswork and attempts to increase sales flow and conversion rates.

Managers develop a sales cadence to help sales staff deal with various sorts of prospects and sales scenarios. One cadence may be utilized for inbound inquiry leads and another for upcoming renewals, for example.

• Organizations can modify their cadences as they grow older to fit unique areas, industries, firms, languages, and other factors.
• A solid sales cadence library also aids in the scaling of your sales team. As your company grows, automated sales cadences make the onboarding process for new sellers easier by incorporating best practices and timing their operations.

What is the key to creating a sales cadence?

Consider the following five components while creating your sales cadences:

A) Prospects

Knowing your target customers is the first step. What problems or stumbling blocks do they face? What is the problem for which they are looking for a solution? What are the platforms that they use? What

limitations do they have to deal with? What abilities do they possess? Who makes the decisions?

B) Channel of communication: Use the appropriate method to contact prospects, such as email, phone calls, messaging applications, or LinkedIn.

C) Time pause: Consider adding a deliberate pause between each following stage. In your follow-ups, you don’t want to be too early or too late.

D) Attempts: Determine the most effective number of touchpoints for establishing contact and developing a relationship.

E) Interact: To interact with clients, use the correct messaging, content, tone, and personalization.

It’s crucial to keep in mind that developing a successful plan is a multi-step process. Fine-tuning your sales cadences takes time and iteration.

A sales cadence for incoming queries, for example.

Here’s an example of how you reply to inbound inquiries using a sales cadence.

Leads who have contacted you via your website or other ways.

• To enhance your conversion rate, focus on and reply to high-priority queries.
• You are more likely to get a greater conversion rate if you answer quickly and across many channels.
• Start with an automated email response, then follow up with a phone call, because responding within the first hour enhances your chances of closing the deal by seven times.
• Connect on a social networking site such as LinkedIn. Finally, send an email with useful information about your product or service.

With sequence designer, you may create a sales cadence.

Dynamics 365 Sales’ sales acceleration feature allows sellers to spend less time looking for the ideal next customer to contact. In the sequence designer, you may design and build your sales cadences. Sales accelerator integrates data from a variety of sources to create a strong and prioritized pipeline, provides context, and displays recommendations at every stage of the sales process, accelerating the sales process.

To create a sequence, go to the Sales Insights settings area and select Sequences. Check out the docs for further information: Make a sequence and start it.

You may use the sequence designer to set up activity sequences for certain prospects, leads, opportunities, contacts, and so on, using various tactics based on priority. Leads with lesser priority, for example, may have more automated email stages, but leads from targeted accounts may have more personalized touchpoints.

Sequences might have numerous tasks, with wait times between them as appropriate, like in the previous example of a sales cadence. If an email is opened or a response is received, you can branch operations based on the response. You can even send LinkedIn InMail or issue a connect request as part of your sales cadence thanks to sales accelerator’s close connectivity with LinkedIn.

Sellers may use Dynamics 365 for Sales to automate sales activities in order to increase productivity, obtain important insights, shorten sales cycles, and save money. Sellers now have a whole new perspective on their clients, with tools at their fingertips to help them see future possibilities and sell more successfully. Dynamics 365 is a relationship assistant that enables users to evaluate connection information and make quick decisions to help sellers maintain those critical connections. Sellers get immediate access to client data such as email exchanges and engagement, allowing them to take action. Dynamics 365 combines the most up-to-date ERP technology with Microsoft CRM to help you gain more customers.

1. Managing Accounts

This functionality allows you to link sales teams from multiple areas to a customer’s shared account. You have access to each account as a sales agent. You may also use the CRM to maintain track of the hierarchy across many locations in order to better comprehend the relationships between contact levels and group organizations.

2. Renewing Business Contracts & Agreements

Dynamics 365 helps sales teams manage contract and agreement renewals more effectively, resulting in increased revenue from licenses, maintenance plans, and support agreements.

3.Generating Web Leads

To interface with online forms, Dynamics 365 employs third-party solutions. Registrations, downloads, queries, and other internet activity are all simply imported using this tool. In reality, these antecedents are used by Dynamics 365 to start processes that send mail notifications and assist organize follow-up plans. This and other effective communication tactics aid in getting the sales process started swiftly and smoothly.

4. Setting and achieving objectives

Goal management is a simple feature of Microsoft Dynamics 365 that allows you to define objectives for sales, marketing, and other areas of your business, then measure and monitor your progress against those goals. This functionality is designed for people who manage client portfolios or who hold positions similar to Sales Manager, Sales Director, or Business Director.

The goal management functionality is made up of the following three entities:

• Goal: It’s a way to keep track of your progress toward a set of objectives. This provides you with the actual figures, whether they are revenue or the total number of bills paid.

• Goal Metric: Every goal record has an underlying goal metric record with a count or quantity metric type.

• Rollup Field: The goal metric has roll-up fields, which are nothing more than the objective’s actual and estimated values.

5. Email marketing

Sales teams may now gain an in-depth understanding of client behavior thanks to Dynamics 365.

This means they’re more prepared when calling clients because the sales staff can steer the conversation in a positive, customer-friendly manner.

6. Product Management

Understanding why a sales transaction failed or succeeded with Dynamics 365 can help you make positive changes. It essentially allows the team to compare results from current and previous sales patterns with ease. In the future, this will highlight the win-loss ratio of a product or service that emerges due to new competitors, quality difficulties, or pricing.

7. On-the-Go CRM with Mobile CRM

The Dynamic 365 platform’s mobile CRM platform keeps you connected at all times. There’s no communication gap whether you’re on-site or off-site, and salespeople can access any information – customers, customer data, opportunities, and so on – on their mobile devices from anywhere.

8. Lead Routing

Dynamics 365 automates an otherwise time-consuming process by collecting leads from data-rich sources and routing them to the appropriate salesperson. You can establish routing rules based on account status, location, product, or any other criterion your firm considers appropriate using data saved in Dynamic 365.

9. Bridging Sales Efficacy Gaps

Did you know that Dynamic 365 may import any type of data as a one-time import from list providers or other data sources? This allows you to manage all of your relationships from one place. Not only that, but

Dynamic 365 is adaptable enough to successfully manage, plan, and follow-up on corporate strategies.

It also allows the staff to keep track of consumer problems and engage in constructive communication. By converting a contact into a thriving sales opportunity, this can help increase sales conversion. These are just a few of the must-have features on a long list; there’s plenty more to discover and enjoy.

Sales Insight in Dynamics 365 – Sales Accelerator in details

I’ll show you how to use the Sales Accelerator function in Sales Insight for Dynamics 365 Sales in this post. This is part of a series of blog posts from my old blog. If you haven’t already done so, click here to read the first blog.

https://1drv.ms/w/s!Auhvn9UUrvOngykCqfz8V7es_w-h?e=Ah8jzS

Let’s get started. From the Sales Hub app, go to Sales Insight Settings and select Setup under Sales Accelerator. With a focused task list and seamlessly integrated engagement, assignment rules, and productivity tools, Sales Accelerator can help your team focus on what matters most.

Sample Data for Sales Accelerator should then be added.

To install sample data, go to the Sample Data link. Click Add Sample Data in the pop-up window.

It will take some time to install the sample data. After you’ve installed it, you’ll need to set up team access. Define which security roles will have sales accelerator access. Choose the radio buttons or pick a specific role to grant access to Assignment Rules and Sales Accelerator, then click Next.

You can configure Seller Availability to allow sellers to set working hours and vacation days, which will affect how sequence steps, leads, and opportunities are assigned.

Then, by activating Automate lead and opportunity assignment, you may create rules to automatically assign leads and opportunities to your seller.

After that, decide what kind of content should exist in seller work lists.

Next Automate activity creation and click Next.

It’s also possible to set up integrated calls.

Finally, click Publish for your changes to take effect. The message is displayed below.

Let’s see how it works in practice. Select Sales Accelerator from the Sales Area in the Sales Hub. Then you can see the work list and close the activities.

The Settings tool in Sales Accelerator allows users to select their working hours availability.

Personal settings Availability settings.

The Auto Advance concept can be defined.

Settings for Steps and Activities

In Sales Insight, create a sequence.

To help your team’s sales cadence, we can construct timed sequences of activities. Each stage in the sequence generates a work item for the seller to whom it is assigned in the sales accelerator work list.

Select Sales Accelerator from the Sales Insight Settings menu. Then, under Sequence, make a new sequence. You can also make changes to an existing sequence. Give the record a name, a brief description, and a Record Type. It’s Lead in this demonstration. Then press the Next button.

To our sequence, we can now add steps like Email, Automated Email, Phone Call, Task, and Set Wait Time. You can add automated processes like updating a field or proceeding on to another topic.

Choose an Email Template and Save it after clicking on Email Activity and entering a Title and Description.

We can now add new steps, apply conditions, or use LinkedIn Actions.

Choose Annual Revenue larger than 5000 $ as a condition field step.

If the condition is rue, add a one-day wait step and a follow-up task.

Add a Task step.

Save the Sequence by clicking the top button and activating it. Create a segment now.

Create a segment.

By creating distinct parameters for each segment and assigning them to a sequence, we can generate groups of leads or opportunities.

You can make changes to an existing segment. or make a new segment Create a segment by configuring an annual revenue > 5000 $ criterion, then saving and activating it.

Assign the segment to Sequence now. Add a segment to the freshly constructed sequence.

Select and associate the Segment now.

You can connect Leads also. Now enable Assignment rules for segment and sequence. Add new rule as Lead Assignment rules.

Define the rule’s name and pick the Leads who are eligible for this rule. You can use all incoming leads, or you can choose selected leads and segment them. Select the segment we created.

These leads can now be assigned to a seller or a team. You can use any seller or any of the options in the dropdown menu below. Let’s choose any seller.

Select the option to distribute leads by round robin or load balancing. Then select Create rule

Now we’ll see how all of the settings operate in a real lead record.

Sales Accelerator for Test

Create a lead with a yearly revenue of 6000 USD in the Sales Hub app.

Now Save the Lead and choose the Sales Accelerator option from the drop-down menu. The work items will be shown.

I hope this information is useful.

Sales Insights Add-on for Dynamics 365 Sales – Concept and Configuration

Dynamics 365 Sales Insights is a powerful add-on that enables the Sales Team to effectively use artificial intelligence concepts. It takes data from Dynamics 365 applications stored in the Dataverse and generates proactive insights based on the outcomes.

It enables us to better understand business relationships, evaluate operations in terms of previous accomplishments, and choose the best course of action with AI suggestions, which aids in the development of good customer relationships, the making of better decisions more quickly based on observations, and the close deals.

Dynamics 365 Sales Insights scores leads that will help you focus on leads that have highest likelihood to buy.

Installing Sales Insight

With Dynamics 365 Sales, Sales Insight comes with a pre-built add-on. You can utilize free features like Assistant and Auto Capture, but we must acquire a license to use premium services. You can use Sales Hub to access the “Sales Insights Settings” Sitemap Area.

By default, you’ll see a bulb icon called Assistant in the top right corner, which will provide you with suggestions if any are available.

How can I set up Sales Insight?

Login to the Power Platform Admin Center using the following Link to access the Dynamics 365 apps that are available for our environment: https://admin.powerplatform.microsoft.com/resources/applications If the app has already been configured, there is no need to do it again; otherwise, search the Dynamics 365 Sales Insight app and click the more option to choose Manage.

Select OK.

Select the environment from the dropdown menu, then check the box next to Agree and click Next.

After selecting the Continue button, a new window will appear in which you can see the Status for Dynamics 365 for Sales Insights as installation, as well as a button labelled Go to Configuration in the upper right corner of the same page.

You can notice the notification below if you go to Insight Settings.

Wait a few moments for the status to change to Installation Complete, then click the Go to Configuration button to access all of the sales insight’s options in a new window. To use all of the functionality of the Dynamics 365 instance, you must click the I agree button

Now open Sales Hub and select Area Sales Insight Settings from the drop-down menu. You’ll be able to see all of the premium alternatives. We’re ready to go.

Let’s have a look at the features.

Thank you for your time, and I hope this information is useful.

In the future blog, I’ll go over the features and how to use them.

Lead nurturing is a vital step in the sales process, and you’ll need to know the details of the industry to achieve it effectively. Lead nurturing entails more than just sending emails and keeping your email lists up to date on your products and services. Thousands of businesses send thousands of emails per day, and your potential customer doesn’t have time to read them all. To capture their attention, you must do things differently.

B2B sales have a considerably longer sales cycle than consumer sales, so even if your emails capture a large number of leads, they may not be ready to buy for several months or more. It’s not a good idea to pass leads on to salespeople who aren’t ready to buy. Neither of you are sitting around waiting for these leads to come to you when they’re willing to buy. That is why lead nurturing is necessary. It enables you to engage leads in a proactive manner and progressively drive them toward a purchase decision.

Here are a few ideas to assist you improve your lead nurturing strategy with Microsoft Dynamics 365.

Sort your leads into segments.

It makes logical to divide the leads into separate segments based on certain demographics, firmographics, or other data. It assists you in better understanding your various consumer segments so that you may design more targeted marketing strategies for them. This allows you to make better use of your marketing resources. This process is made a lot easier with Dynamics 365. Throughout the sales process, you may keep track of your leads. With the process bar, you may move customers through into the sales process from lead to close. The process bar indicates you where you are in the process and what you should do next by highlighting the stage, you’re in.

Make use of a variety of communication channels.

Email isn’t the only way to communicate with your leads. Consider how well each channel can be used for your product/target buyer segment, and incorporate the channels that are prioritized into your lead nurturing activities.

Make campaigns that are relevant.

Each of your clients’ requirements is as distinctive as they are. Depending on the segment, some encounters may be as simple as emails and phone conversations, while others may necessitate a much more involved procedure involving multiple interactions and in-person follow-ups. To make your buyer’s journey more effective and meaningful, incorporate the preferred channels for your segment into it. For generalized messaging, you can use an intuitive drag-and-drop interface within Microsoft Dynamics CRM to construct automated campaigns. You may also make complicated campaigns with different

paths that change depending on how your contacts interact with your messaging.

Modify and integrate new insights.

Your buyer’s journey is a two-way conversation, not just a chance for you to brag about how fantastic your product is. To discover more about the prospect, their hobbies, industry, role, issues, and so on, cease sending promotional emails and instead utilize a combination of marketing landing pages, gated content, brief surveys, and open-ended email feedback requests. Make careful to respond to requests, clarifications, feedback, and other inquiries as soon as possible. Dynamics 365 is the key to completing all of these tasks in a timely and orderly manner.

Microsoft Dynamics 365 Sales is meant to assist clients in addressing major difficulties they may face in their day-to-day business, and there are numerous ways you can take advantage from it.

Among the technology’s many advantages are the following:

• Contextual AI enables smarter selling.
• Allow vendors to develop relationships by giving them the tools they require.
•  Increase sales productivity with easy-to-use tools.
•  Improve your coaching and sales performances.
•  Using data insights, you can increase the profitability of your sales.
•  Innovate with sales solutions that are designed to grow with you.
•  And, believe it or not, there’s a lot more…

How to use Microsoft Dynamics 365 Sales to encounter difficulties?

How to use Microsoft Dynamics 365 Sales to meet everyday difficulties might be confusing, especially for first-time users or those considering a Microsoft Dynamics 365 Sales installation. “How can this solution benefit my small-to-medium-sized business?” you might question.

Microsoft Dynamics 365 Sales offers a wide range of features and capabilities to cater to companies of all sizes, sectors, and industries. Because every firm is different, there is no one-size-fits-all answer to how you might benefit, but the technology is promising for all.

As we progress in our businesses, we will surely encounter roadblocks.

Microsoft Dynamics 365 Sales is aimed to support your team overcome obstacles more smoothly, gracefully, and effectively, resulting in more effective outcomes for your company as a whole.

Common struggles organizations face that turn to Microsoft Dynamics 365 Sales as their solution include the inability or lagging ability to:

•  Engage clients that pursue a nonlinear customer purchase tour.
•  Interdepartmental collaboration
•  To develop more integrated business operations and customer journeys, connect your sales tools.
•  Customers should be engaged at the appropriate moment in their buying process.
•  sustainable productive.
•  Boost your revenue

If your current solution isn’t meeting your needs, Microsoft Dynamics 365 Sales provides a comprehensive solution for SMB sales teams to increase productivity and revenue while

strengthening customer relationships, improving collaborations, streamlining day-to-day processes, personalizing customer interactions, and optimizing work performance.

Whether your company is classed as small or medium in today’s market, Microsoft Dynamics 365 Sales has features to help you overcome your challenges.

Learn more about Microsoft Dynamics 365 Sales. It’s time to put Microsoft Dynamics 365 Sales to work for you. Enhance your sales methods!

Customer relationship management tools were formerly recognized by many sales firms as merely process-driven data repositories or systems of record. Sales personnel had less time to create productive contacts and sell since they had to spend hours manually inputting data. This strategy, however, is becoming more untenable for businesses, as knowledgeable, modern purchasers demand sellers to communicate with them in real time across nearly every digital channel and platform.

Transforming business practices

Dynamics 365 Sales’ Accelerator, a digital selling tool, aids sellers in transforming their business practices in today’s digital realm. Sellers rely on the system to gather important information from numerous sources, develop a prioritized workflow, provide additional context, and surface automatic recommendations throughout the sales process, rather than spending so much time on laborious data entry. They may also communicate with consumers through integrated email and phone calls, allowing them to interact with them on their chosen channels.

In sales accelerator, an example screenshot shows the intelligent work list and the ‘up next’ widget.

With an intelligent work list, you can focus on the relevant deals.

A typical seller begins the day focusing on a number of leads and opportunities, with various critical jobs demanding for their attention at the same time. All of the duties and activities for their leads and opportunities due today, as well as forthcoming activities, are prioritized and arranged in a task list using the sales accelerator, allowing these sellers to be more proficient:

1) Prioritized Customer

Work from a client list that has been prioritized. Sellers can decide the next best lead or opportunity to focus on using a prioritised task list. The intelligent work list displays a sorted list of clients together with their corresponding next jobs due dates. Default sorting uses a composite score to provide the next best action based on sales sequences inside the business.

2) Customize Your List

Customize the intelligent list to match your specific requirements. To accommodate your goals, sort, filter, or group by entity attributes (main fields), such as reaching out to consumers from a certain source.

3) Additional Leads Or Possibilities

In your pipeline, look for additional leads or possibilities. Identify when a new lead or opportunity is added to your task list or allocated to you so that nothing is forgotten.

Get all of the information you need about your consumers in one location.

Sellers typically struggle to achieve a holistic approach of potential consumers as they go through a big list of names, including communication history, client demands, and unforeseen circumstances. Having this perspective, on the other hand, is crucial for building a relevant sales proposal that is most able to win. To overcome this issue, the sales accelerator assists sellers in the following ways:

· Get all of the information you need in one spot.

Take use of a complete entity form that collects and presents consumer data and insights from connected entities to assist in the creation of winning messages for every communication.

· View each customer’s previous history.

View past and current activity using a “up next” widget, chronology, remarks, and other facts gleaned from integrated data across the system, all accessible via tabs on the entity form.

To guarantee that your sales representatives follow best practices, use sales sequences.

Achieving good outcomes necessitates consistent experiences and clear messaging. Sales enablement managers’ best practices aid in the spread and reinforcement of strong selling methods. Incorporating ideas and insights into the sales process keeps salespeople on track, maximizes every customer engagement, and raises the chance of a successful conclusion.

• Sequences provide sellers with clear direction to the right action at the right time, employing the right communication channel and the proper info.
• Sales enablement managers are empowered to optimize sales processes for better outcomes through a frictionless cycle and can simply execute sales tactics, while everyone on the team follows organizational best practices.

Create Sales Process.

Build sales sequences that reflect organizational best practices and sales strategies to help sellers in the moment.

Provide Sellers With Direction

Within time, sellers should be guided. Provide sellers with direction on the next steps they should take. Guidance includes advising on the best attempts to engage the consumer and the best time to do so.

Connect with consumers through a variety of means.

Sellers may engage with contacts without exiting Dynamics 365 Sales, thanks to Microsoft Dynamics 365 Channel Integration

Framework-enabled integrated communications across different channels.

· interact with consumers

Better interact with consumers via email or phone. Connect with consumers through email or phone with an integrated dialer without switching contexts.

· Use templates to create emails.

Use email templates that are matched with sales processes to connect with customers in a simple and consistent manner.

· real-time conversation intelligence insights

Using Microsoft Teams, call customers with real-time insights. Sellers may use an integrated dialer to initiate customer calls and acquire real-time conversation intelligence insights to help them be more productive throughout those calls.