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the sales process in Microsoft Dynamics 365. I'm going to be explaining exactly what it is and how to manage it as you probably realized already it's a little bit more complicated than you would have thought so in this video I'll be going over both the leads area and the opportunities area now just before we get into the video if you need any help at all with Dynamics 365 setup or training check out the link below we would love to help so as you can see here I am in the leads area inside of my Dynamics 365 system now at present I have absolutely no data inside of this system it's a dummy system but I'm just going to walk you through the creation of a lead what a lead is and then the creation of an opportunity as well so to start with in order to create a new lead you need to go to the plus button at the top here on this bar press the new now you might be wondering well what exactly is a lead a lead in its simplest form is a pre-qualified sales inquiry okay so anytime someone gets in touch with your organization your business you're going consultancy regarding your product or service and you want to qualify them before you put them onto a sales representative this is where you will track that information now why do we pre-qualify a couple reasons firstly we want to do pre-qualification to see if they can afford our products or service there's no point trying to sell to someone that's got no money or definitely cannot afford your products or service whether they're actually a good fit for your product or service as well whether they'll actually get a huge amount of value for the for the work that you'll do and also if you want to work with them there are a number of other reasons why you might look to pre-qualify but those are the standout reasons for me so we would always look to track that information in your leads area so why do we want to track that information in leads well that means that we do not pollute our data in our accounts and contacts because the lead inquiry is always just held in leads once you then qualify a lead it they will then create an account an opportunity and a contact record okay so you have the leads area everything gets populated in leads and only if they're a good fit they're the right fit and they can afford your products or service and you like them then they go over to your opportunities area another clear distinction between leads and opportunities is leader for appointment Setters opportunities are for the closers okay so new lead comes in the appointment sector gets on the phone books a meeting and then that heads over to the actual opportunities area so as you can see I've just created a new lead now I'm just going to run through some basic information uh just to give you an example so I'm just going to call this example Lead You might want to use the business name and then the point of contact for the inquiry you've got loads of naming convention options that you are more than welcome to decide there's no right or wrong answer for this and then I'm going to go ahead and put Nick Boardman director job title and then Nick at CRM crew dot Co dot UK then the final thing I want to just put is the business names our business name there we go so I've just created a lead now all I need to do now is go ahead and press the save button uh I'm gonna I'm gonna ignore the fact that I've just made a duplicate because I'm reshooting this video after making a mess of it the previous time so you can see here we've now got a new lead and the key thing about the sales process is the sales pipeline now you'll see here there are a few different stages the chances are the stages on here will not exactly match the stages you have in your Dynamics 365 system because it's been customized to suit the needs of your particular business or the organization that you work for however the principle always Remains the Same we are on the leads area and the objective in Leeds is to qualify or disqualify now there's not a right or wrong obviously you want to want to qualify as many as possible and then sell as many as possible but you're better off being really really particular about who you qualify and who you actually put into your opportunities area as opposed to to just qualifying everyone so once you've worked through that information and you're in a position to either qualify or disqualify you then want to go up to the top bar here and you'll see two options you've got to qualify with a tick symbol and a phone and then a disqualifier with an a kind of like a block symbol I suppose or a no entry symbol and a phone so if we go ahead and qualify what that will do is it will transfer the data from our leads area to the accounts contacts and opportunities and position them in the relevant places so the company will be CRM crew limited if I had a website there that would be added to an account the contact information is going to be here as you can see and then it will create an opportunity and it will automatically create a relationship with all of those three records it's really really useful alternatively we disqualify that means the lead was not a good fit for our product service for whatever reason if we go ahead and press the disqualify option it gives us a couple of options as to why or reasons why so we can say lost to a competitor cannot contacts cannot get in touch no longer interested or canceled and these two are not too dissimilar from one another or alternatively you go ahead and qualify the lead now go ahead and press qualify that will create a new account contact and opportunity so I'm going to go ahead and select the qualify option and wait for that to populate and as you can see here we've now been automatically moved to our opportunities area and we are the next stage across for our pipeline now the goal of the closer or the sales person is now to move them from the develop or whatever relevant stages for your organization and then get them all the way to either close one or close lost and what you need to do is work through the requirements of each stage so customer need proposed solution have you identified stakeholders have you identified competitors in this particular instance they're not business required but sometimes you cannot move from one stage to another without having completed some data or marks and Fields is complete or done something so I'm going to go ahead and just skip this and press next stage you can see now we're on the proposed there are a number of additional things that now need to be done and we're again we're working through that sales process and then finally we can get to the next stage which is closed we can go ahead and press finish now this doesn't automatically either close one or close lost this particular opportunities record in order to do this we need to go to the top here and select either close one or close last now if you go ahead and select close lost it will give you a number of fields to complete so firstly the actual Revenue if your marketing is closed loss likely to be zero but there are some instances where it's not we've got status reasons so outsold or canceled order we've got close date which will be automatically populated is the day that you press the close button and then you can go ahead and say you lost to a competitor and also put a description for closed lost alternatively you have close one which is what we all want to be pressing uh if you go ahead and press close one we'll have status reason so one actual Revenue close date again automatically populated you've got competitor that is going to be grayed out you cannot make changes to that you would have Auto you would have previously entered in competitors that are relevant to the opportunity on the opportunities page and then we've just got description as well and once you're happy just go ahead and press OK that will then Mark that particular opportunity as closed one as you can see here if I go from my opportunities to all open opportunities you can see the example feed that we created the start of this video has now been closed as one so that is how to manage the sales Pipeline and the sales process inside of Dynamics 365. hopefully I've made the clear distinction between pre-qualification for leads and the opportunities area being the actual sales process itself thank you very much for watching this video and I'll see you soon goodbye