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so in this session we are going to go through the entire sales process from lead 3 to opportunity to then converting to a customer account so what we first need to do if we imagine that we've I don't know met somebody event or they've been quite through our website it's actually to create the lead in the system now I showed in our first video in navigating around dynamics for sales it's very easy to quickly create something from that shortcut menu or the top right I often recommend that is our rule here is if it's not in Dynamics it doesn't exist so if you're caught off guard and picking up the phone you want to create something quickly without having to navigate through to leads and then creating a new lead you can just quickly create one there but the example we're going to use here is starting with leads and we're gonna create new ok so I'm gonna just click on new inquiry for that I'm gonna say this is for Sarah Smith and job title director everything mark with an asterisk is compulsory so it won't let you start entering information in other areas of this lead record without first entering those compulsory fields but now I filled out the compulsory fields I can click Save on the bottom right and it will now open up our timeline and any of the other extras if we are using so the yet the enterprise version of Dynamics for sales so just going to quickly enter in a few more details 9 is the phone number boring an oath I won't bother entering a dummy email address but will say that she is part of you know company said again not gonna fill a website information I'm just filling in the crucial information so you get an impression for what is that is a must-have but of course as we showed in navigation you can go into details you can enter contact preferences and all those good things all right so again I'm just going to save just to make sure that we are capturing everything that we've entered a couple of other things that we can then add in before we then move on to any other steps so if I click on the drop-down next to the modern administrator name here I can enter a couple of other some information so bleeped sauce is always a good one so let's say that we did see them at a trade show for example we can capture that information so that it then filters through our reporting when we're doing sort of close one loss analysis of all the business that we bought on obviously there's no point in us spending money on lead sources or marketing that isn't yielding any sort of result for us so that's that's handy tab we can then set a rating and when we start looking at list views we'll be able to see how we can start refining lists but if you did watch the video on activity management you can see how you can sort of filter through lists based on priority or rating so that was quite a good one and then the last one that we've got is owner now obviously Owen is important because when people log into the system they're likely to want to see the stuff that they own first rather than everything that's going on just so that they can stay focused so to say this is a time to to myself as Mahna Mahna administrate sab it is here that we can then search for other people that we may want to assign this to we can do that by changing the name or we can click this assign button at the top here if we want to as well so easy enough it's not complicated once you get used to what all the fields mean and where everything is so let's just add a couple of bits to the timeline so again I'll enter in a completed phone call one that we've just had so say once more info definite opportunity here here say that close we've also got save and create new if we wanted to create another task at the same time just gonna complete that and the reason that I'm doing this is because we'll see once we've qualified this lead and it then jumps into opportunity stages to unlock these develop remote and closed stages how all of the activity timeline retains intact but before we do that I just want to draw your attention to some areas that we need to be conscious of okay so first name and last name they will automatically be created as a contact under our contacts once we click qualify in the same way companies EDD will also be created as an account yeah so just a couple of things that have happened in the bucket that will happen in the background once you convert that lead you know the system will do for you so you don't have to worry about that if you are creating a lead from annex in customer or you know that you've already got Sarah set up as a contact within the system then you can set that up so if we go into qualify and we can actually look for existing contacts and existing customers just to make sure so you know there are ways to match it up to accounts and contacts if you don't want it to create that record automatically for you once you qualify it okay anyway we're going to qualify now assuming that we've gone through this qualification stage and we're now wanting to move on to develop this okay now what it has done is it is found a duplicate which is useful because obviously we don't want to end up with a lot of duplicate information I'm not bothered considering this is just a trial environment I think I've created a Sarah Smith before but we just create this this opportunity and click continue there so what we'll see now is we've jumped from qualify and we're now into this develop stage and we can also see now the leads is no longer highlighted opportunities is now highlighted okay we can see that Sarah Smith has now been created as a contact and she'll sit there who were to go directly to our contact records and then we can see company Z here has been created as an account which will sit there and of course you know we can click through to those to go into it so that record if we want to see all of the associated activity with either a contact or an account outside of this opportunity okay so we can continue making notes you know creating follow-up activities appointments synchronizing with Outlook as we looked at in previous videos but now we've got some other information that's useful to enter so if we are doing forecasting and then we want to enter a closed date for example so if we think it's going to close so the in the next month will be the end of February estimated revenue depends on what your average value is but then we've got estimated revenue there obviously the more dates you've got in the system you know the the more you'll be able to get out by way of reporting and analysis so again you know it's all about having that data and what if it doesn't get measured it doesn't get managed and that old saying there okay we've also got some other fields that we can enter in as well so current situation needs these fields can be tweaked you can add in fields you can take away fields and does get a bit advanced so so he didn't need any more support with that then also it gives a shout and we'll have a chat through how we can facilitate that but what you'll find is you move through these stages as you've also got prompts under each one of these sections okay some prompts linked to field so that customer lead relates to the field that you've just seen there but there's also other prompts free sales team as well so have we identify the relevant stakeholders yes we have have we identified the relevant competitors yes we can if so we can move along to the next stage and then we can see that proposed is now highlighted with a different set of instructions okay again these processes can be changed so if we go into processes and we have multiple processes depending on type of opportunity we can switch there but if we were to go into settings advanced settings and go into processes you will see that there is a way that you can actually amend those process flows either to include more stages or to add in or remove fields that act as prompts for the sales team okay but we'll follow this through so click on propose say that we've done all of this and you don't have to click all of this off you know it's useful because obviously you can latch onto this information go to the next stage so that we are in that closed position to complete final proposal and so on confirmation of decision date is also there if you want to that might be useful if you wanting to compare the decision made date with the actual closed date useful information but let's imagine that we've now won this opportunity we'll click on close as one we've then got a bit of information so what was the the reason so obviously one won or lost we've then got revenue closed day and then a little bit of a description and competitors are logged locked here and we're just using the professional version so we don't have that facility but then a bit of a description on any further detail that you may want to access when you're doing your reporting okay anyway I'm just gonna click on okay what happened now is it will close off that opportunity as one so we can see on the timeline here we've got opportunity completed by me for 20 grand which is great if I want to see a list of closed one opportunities then I can click on my opportunity list I can go to here and then I can click on one opportunities so I think that one was called interest or something something along those lines I'm not going to search for it but that will appear in your one opportunities list and then if we go into accounts navigate down to company Z then we'll be able to see a snapshot of that information as well but because the opportunity was associated with customer account all the way through the process you are likely to get all of the updates that are conducted or that appear within leads and opportunities summarized in the customer page so it's good the way that everything links together if you do want to shortcuts at any opportunities or leads that have been closed one you know close last qualified disqualified again as I mentioned in navigation you can go into related so let's look at opportunities so we'll just go into opportunities here it will give us an opportunity opportunity associated view and we can go directly back into that opportunity if we want to see all of that history very easily so it's easy to track that that process back if we need to okay so a very quick quiz through of how we create something as a lead created then sorry qualify as an opportunity and then win the opportunity and so then mark that revenue as close one against that particular customer account okay we've then got a number of list views that we can use using close one opportunities to work out how much we've actually won that we can then export to excel you know and use for our management reports okay but we will look at list views and exporting to excel in a different video so if you do want to search for that then please feel free to but hopefully that's given you a really good insight into the standard process within dynamics for sales everything from creating a lead through to winning the business to order dynamics 365 licenses or to sign up to a 30-day free trial navigate to d 365 dot forward slash now [Music] you