To sell effectively, salespeople must know what interactions have occurred with a customer, what touchpoints have taken place, and what must happen next.

Proactively reaching out to customers helps move the sale forward. Phone calls, emails and meetings are important interactions for salespeople to have a complete view of the opportunity. They must track the various activities that have taken place with a customer.

In Dynamics 365 for Sales, users can record and relate different types of activities as an opportunity moves through the various stages of the order cycle from the opportunity to invoice.

As the opportunity develops, all interactions with the customer and stakeholders should be tracked against the opportunity until the point that it is time to raise a quote with a customer or decide if the opportunity is won or lost.

It’s when working with the opportunity that you will decide if the product catalogue will be used in tracking the financial information about the opportunity. In addition to this, you may track stakeholders, competitors, sales literature, and carry out research to move the sale to a successful outcome.

When an opportunity is sufficiently progressed, you may need to raise a quote and send this to the customer, so that they can confirm acceptance of the terms and details of the opportunity communicated so far in the process.

With Dynamics 365 for Sales, you have the ability to create many different quotes tracked to a single opportunity. This offers you the ability to work out different potential pricing models to help ensure that you can close the opportunity as one.

An accepted quote can become an order indicating that the customer has accepted the terms of the quote and want to progress. Depending on the way your system is set up at this point, the order may be integrated to another system such as a finance system or enterprise resource planning system to manage the process from this point forward.

The final step of the process within Dynamics 365 for Sales is invoice, where an invoice can be raised or tracked and sent to the customer. Depending on the way your system is set up, at this point, the invoice may be integrated into another system such as a finance system or ERP system to manage the process from this point forward.

Join the discussion

How do you think that Dynamics 365 for Sales will help you to keep track of your customer engagements more effectively?

Use the discussion section below and let us know your thoughts. Try to respond to at least one other post and once you’re happy with your contribution, click the Mark as complete button to check the step off, then you can move to the next step which is an introduction to managing a product catalogue.