Streamline your sales life cycle in CRM with NDAs

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alright let's go ahead and get started we got a lot of great content today so we'll go ahead and get this kicked off even though we've got a few people logging in first off thank you for joining us today we're gonna talk about Dynamics 365 for sales we're gonna go through the day in the life of a salesperson for those of you who are not too familiar with Dynamics 365 especially the latest versions it's really great to see all of this stuff from a user case scenario being able to see what a day in the life looks like and so our presenter is gonna be able to walk us through that with some great scenarios and kind of give you some perspective on the technology other than just showing you the tools and what they do so before we get too far into the goodies you're gonna get today I'm gonna show you just a little bit of housekeeping and then maybe a little intro and then we'll get going so first off you're gonna see that GoToWebinar panel on your right side of your screen most likely if you want that to pop out of the way you just click that little orange arrow and that way you'll be able to see more of the presentation in front of you if you want to ask a question please do that at any point throughout the presentation but we do ask that you enter it in the questions pane instead of having the mics open and calling them out we've got a lot of good stuff to go over we want to make sure we stay on track and that we do not go down rabbit holes which is does happen so what we're gonna do is I will collect those in the background then at the end I will feed those to the presenter one by one if some of the questions get a little involved or if it seems like there should be a little more conversation around it we can definitely unmute the mics other than that we are absolutely happy to take any questions offline if there's deeper conversations to be had or connecting you with other resources so please feel free to send us any questions that you have aren't surrounding Dynamics 365 we will absolutely make sure you get all the answers you need whether it's during the webinar or right after so please don't be shy about that and a little bit about encore I know a lot of you on this call are familiar with us but I think I've seen a couple of new names here well first off I want to introduce myself my name is Jess Mooney and I work with the marketing team and with our sales team to provide a webinar series that we're going to be doing out the year but encore ourselves we've been in business for 25 years we're Microsoft Gold Certified Partner and we support Dynamics AX GP CRM nav and power bi we also have proprietary solutions that we serve our clients with and then we have our professionals have over 130 or sorry our professionals are a staff of over 130 very well qualified deep expertise professionals across Canada and the US and speaking of which is just a quick excuse me I'm going back and forth of my presentation we try to get my keys working properly these are our locations across Canada and the Pacific Northwest us and like I said we do have 130 professionals across those areas so that's it for my quick and simple pitch I just want to go ahead and introduce you to Alex Fredrickson he's an account executive on our Dynamics 365 team and he is one of our absolute best when it comes to explaining the functions and features of the new tools Alex can you hear me okay I can and thank you for that kind introduction so I'll go ahead and take the screen here I just handed you the control says you should see him in a second yep we should be looking at a PowerPoint slide now yep looks good gotcha let me catch up there so just if you don't mind keeping a close eye and sometimes switching between powerpoints and my internet browser sometimes it doesn't poured over so just let me know if that happened that's just so I'm here today to present a day in the life of a salesperson so really we're going to be walking through all the tools that the NX 365 per sale can provide and we are going to cross over a little bit into some of the modules and how they can be relevant to your to your sales team and so we are going to be moving pretty fast looking at inside sale scenarios to mouthsize some new business sale scenarios so I'm definitely going to leave a little bit of time at the end so that if there is questions or if anybody wants to dig in and take a closer look at anything that we that we presented today we'll certainly have some time to do that so here's our agenda for the day I want to start just for those who who maybe aren't familiar with dynamics 365 whether they're their CRM users who are on a previous version or they're just starting to look at the potential of implementing a CRM system I want to make sure that everybody's familiar with the navigation and the different modules available and so forth and then once they go over that we'll jump right into our demo portion of the day jumping into our sales scenario which all which I'll brief you on in just a moment and then again we'll open up the open up some microphones and allow folks to either type in or ask questions live and we'll take a look at those as well alright so I want to quickly go through the dynamic 365 customer engagement overview and so dynamics 365 customer engagement is now what Microsoft is calling their CRM products so you know now that they've introduced project functionality and Co service and all these other things they wanted a term that kind of encapsulated all of that and didn't just focus on CRM or customer relationship management but just want to make sure that that's clear for the audience today so switching over to my browser here and just let me know if that didn't work properly I'll quickly go through our navigation and some of the basic elements of our CRM so starting with the navigational bar bar up top we have what's called the waffle icon and so that's going to allow us to navigate throughout all of our Microsoft tools so whether it's my mail box or maybe I'm doing some reports out of power bi or I like to store my documents in SharePoint I have access to everything I could possibly need throughout the day right here from within the interface MICR the the dynamics 365 icon here is our home button and it also allows us to to navigate around based on our functional role so today I'll be working mostly out of our sales apps here and so this is essentially a subset of our CRM so if I'm a sales user I want to access through my sales app to keep my navigation simple to keep my auctions very focused in you know PI importance whereas if I was in the customer service or some of these other areas I could navigate to my CRM through these apps to make my tray in navigation simple in that way and so you'll see here as I click down on my main navigation I am currently in the sales module and say you can see you know we have all of our customer accounts and contacts all of our sales leads and opportunities some product collateral orders other related records and kind of all of the elements that make up our sales organization but then you can also see I have access to all of these other modules within Dynamics so my customer service area which will take a little bit of a look at in the reference of a sales user today marketing field service and project service so you know we have a lot of functionality within the dynamics 365 suite so today we will be focusing on sales but just wanted to kind of highlight all the different elements that are available out of the box here and then moving over to our right side of our navigation bar these are a couple things that I'll use throughout the day so I just want to make sure people are familiar here we have our global search so this is going to allow me to search across the CRM system you're not specifically for an account or an individual but across all the records that we keep whether it's a project record or a customer service ticket or a phone call that I have scheduled for later this week I can use one search term to get results across all of those different records and then we have our recently viewed items so this is where I can quickly navigate throughout the CRM system I can go directly to a record as viewed recently or what's called a view which is essentially a list of records within an entity and then I can also pin ding so you know today I'm going to be working with an alpine ski house opportunity and I'm going to be working with Jes on a lead here so I wanted to make sure I had those things pin because if I'm going to be working on this throughout the week or maybe this month it will allow me to quickly navigate around and then we also have our quick grades so we'll be looking at a lot of different ways to to create content to create records within CRM the quick read is one of those that simplifies and just asked for the most important attributes of any given record and then we have our advanced find area so this is how you can query your system you can create different views and lists of records based on various filters whether you want to filter or you know customers by industry or by annual revenue or maybe you want to find people that are in your geographic location you can use the advanced find to do that and we'll take a closer look later on today so that's kind of our main navigation so I just want to make sure everyone was familiar here's a landing page which is called a dashboard which are very important in the world of CRM and so we'll dig a little bit more into this when we get into our main demo portion of the day so let me jump back to our slides here so just to highlight this scenario we're going to be looking at today we jump into my slideshow so today I'm still Alex but but I'm going to be a Sales Coordinator for contoso and so as a Sales Coordinator I'm I'm responsible for selling products across our plot our product line so you know we do hardware sales who do I see infrastructure and manage services as well as other IC services and professional services so there's a lot of things we have the option selling whether it's ours or products and I'm going to be working with new businesses as well as existing business and so we'll see kind of how we can tie all that into using CRM to give you a good feel for all the tools that are available and also some of the automation capabilities and just to give you some ideas around business process and in workflow it's in CRA alright so without further ado I'm going to go ahead and jump in to our day in the life scenario so let me get back here go to my mini dashboard page and so as a sales these are in an asset sales coordinator so the place that I like to start every day is on my dashboard because I'm working with a lot of customers at once you know they're all emailing me and I have calls throughout the day and different activities and follow-ups that I need to keep track of and then I also have my own sales pipeline my targets my goals those sorts of things so by using dashboards as a landing place and a place to start my day it gives me a good feel for what I need to get done that day and it also makes me confident that I'm not letting any balls drop right I'm keeping track of all the opportunities we have going on I'm following up with all the leads that are in my pipeline and I you know I can feel comfortable knowing that all my data is in CRM so I don't have to dig you know into those 200 unread messages to make sure I'm not leaving anybody hanging I can just focus in one place here and so one way that I like to do that is by creating all my tasks in CRM and so what that gives me is a list every time I log into CRM of what I need to do next so as I can see here these are my open activities that need to be completed I can assign myself due dates as well see you later you know some of these are going to be created via workflow and so when I get in first thing in the morning maybe it's a Monday I'm still a little disoriented haven't had a cup of coffee yet I can jump on and just get a good feeling for ok do I have any demos today do I do I have a call later what are my other follow-ups so as you can see here I have a few to complete I have some appointments later in the afternoon and then I have some other other follow-ups with my with my sales opportunity what I also have here on my dashboard is all the records that are owned by by my users so here are all my opportunities and so I like to organize these by estimated close dates so I can try to prioritize and figure out what to focus on next but then I also don't want to lose sight of my lead so they may be a little bit further out maybe they aren't qualified yet but I want to make sure I'm keeping track of those things and then another thing that I like to do as a as a Sales Coordinator especially because I'm doing inside sales I want to see I'm going to see all my customers interactions with our support desk so you know before I go into a meeting or jump on a call I want to have an understanding of you know are things going right are there issues with with some product deliveries that I want to know about and so by by adding this by adding this view of all of my cases related to my customer account I can quickly go in and just have a stream of all the tickets that are being created by my clients and so you know I'm never going to be caught off guard when when I reach out to a contact and he says that something's going wrong or orys having an issue right now with the support desk because I'm already going to be well aware of that so you know once I logged into CRM and gotten a good feel for what I'm going to be doing for the day the next thing that I want I'm always going to do is check my email so as we saw earlier you can do this all from the same window just you know creating new tabs and and so forth and as you can see there in 13 minutes I have I have a meeting with Jes regarding a lead within the system so I'll go ahead and dismiss this and we'll take a look at that later so now I can see you know I'm coming in for the morning I have a few unread emails so you know where to start so you know here I shared some things with just last week let's see okay here we go I Center a product catalog and she's looking to purchase some laptops for her team so you know now what I can do to try and help just is I can pull this record up in CRM I can you know navigate back and take a look at the information I've sent her in the past so to get us started here I'm going to go ahead and jump right into that leak so here was in the CRM lead records I have a lot of elements that are tracking what we know so far about about just herself about you know what she's interested in what her budget is whatever we've been able to figure out whether it's from a web form that she filled out or you know maybe it was a marketing lead that got handed to me from the marketing side of things so I'm going to have some information in here to work with so on the left-hand side I have on my basic contact information in the middle I have what's called the social pain so this is kind of our live feed of everything that's going on and as you can see in the activities I have all the emails and all the appointments all syncs between my Outlook calendar in my mailbox and my CRM system so as we can see I have this meeting at justice office may not make it there in the next 15 minutes but that's the same meeting that actually got created you're in CRM before showing up on my Outlook calendar and so whether you're using OAuth or or the desktop client you're going to have all of these capabilities I can also dig in to some of these emails so I actually never have to leave CRM because I can jump in and say okay well I forget what did I send Jes and so I can take a look at this content okay okay so yeah she wants to move forward with this purchase so I'm getting a good feel for what's going on with this lead and then I can also look at some other pieces of information so here we have our insights pane so this is where we're actually connecting with various sources online whether it's LinkedIn or I know Equifax provides a lot of details to see a little bit about justice organization and so here I can see okay where are they located what do they do if I want I can pull details into the CRM record to save me some time in terms of record creation and then I can also jump in and do some more research into this organization so here I can see okay what's been going on lately okay I know back country calm and it realized you know they were related to this organization and I can get a good feeling for how big that organization is start a conversation or insights who's who are my key contacts at this organization and so forth and for those of you who are heavily using sales navigator with LinkedIn you can also do more due diligence from LinkedIn directly so I want to look up just here since she doesn't actually work for this organization I want to search for an angle occur up and there we go so I can match with Jess on LinkedIn I can navigate to linked interview or profile I can see ok I have a lot of shared connections maybe I can leverage these to speed up the sales process and to further this this lead and then I can look at other ways to get introduced suggests if you're some more details about all our shared connection and then relatedly maybe there are other people at our organization with similar job titles or who are working in different departments that I can start to connect with on purchasing laptops and other hardware for their users so I have a lot of great information here within my lead records and then I can even go in reach back out to Jess so she wants to purchase some more laptops so maybe I want to create a new email directly out of my CRM system so as you can see my email signature is already included here within my email window so I can start to create this email ok just great to hear from you I'll attach some more details about the laptops pieces so easy is that I can create my new email I can attach templates so if I have a you know a standard introduction to contoso template that has all our product book rushers and those sorts of things I can do that I can also attach any attachment so maybe I want to grab something from my PC I can go ahead and attach a document there and then send that off to Jeff and so immediately that's going to continue the string of email records within within our CRM system so whether my manager is coming in to check on me or you know maybe next time I work with Jeff I want to go in and see what our last interactions were I'm going to have all of those capabilities so now that I know just is a little bit more serious I can start to work through my sales process and even go as far as qualifying this leap and so when I qualify the lead whether you know just as an existing individual in our system or if it's venture works as an existing account wrecker was in our system I can fill out these details as well so if I look for adventure work I know they exist I don't think just exists and then here's my business process flow where I'm checking off some some high-level boxes and I can qualify this record which is going to go ahead and create a contact record for Jeff and then create a new opportunity record where we can associate products to this opportunity you know she wants some laptops where we can further these requirements discovery's learn a little bit more about ok what types of users needs it's hardware how fast these pcs needs to be and all the other things that are going to be important in that conversation such as you know designing monitors then engage to my tables those sorts of them and so now that I move these things along I'm waiting on jet for some feedback I'm going to go straight back to my dashboard and figure out what I need to do next and so let's see here we can you'll look at some tasks so you know all these tasks and none of them need to be done today so I'm going to go ahead and let those slide and can go back to my so now we can see in my email I have also been working with young hot Kim so a little bit further along in the process with Jung Han he already has an active opportunity and he's looking to really finish this the sales process to get to get his user set up with new laptops and some other keyboards and mice so here we can pull up our dynamics app within outlook to take a look at you know how is this being tracked in the system how can I you know contact yong-ha those sorts of things so if I go into this window I can hit track and this is where I can look up this this opportunity so I have this opportunity with yong-ha and I've tracked emails to this recently so I can go ahead and click on this opportunity and it will immediately sit regarding to help find ski house and so now all our back and forth between Johan I is going to be tracked to this opportunity I can also see some additional details about jung-hwa so I know he's a contact within the system I can see his job title and the the organization he worked with as well as this phone number so if I if I'm using a voice to lift solution for phone calls I can just click the call here what I can also do is create some additional records within Dynamics CRM so if I want to schedule a phone call tap appointment what have you I can create those directly out of CRM and then those are going to sink back here to my Outlook so I can manage everything in one calendar and in one list of tasks so for now I just want to jump back into this opportunity and keep things moving along so it looks like yong-ha wants to go with the 15-inch screen and then you want to know a little bit more about the prices to add keyboards and in some some houses to this order so I'm going to go ahead and pull up this opportunity so as you can see it's just going to pop up in a new window so it's really easy to navigate around for my email back to CRM so we can see that you know this is a very similar layout in our offer as is in our league so it's very easy on your users to pick this up so I have all my information on young hawk you know we have this hardware sale for alpine ski house all our contact information and then some information such as budgets and sales probability that are going to help fuel those dashboards so as you saw we have our sales pipeline in our weighted forecast revenues within those dashboards and so this is really what's fueling all of that just data from our opportunity records and then as you can see here we have some posts so a post is just a quick note that I made just you know if anyone else checked out this record they can see ok I'm working on it right and pulling this information together and I plan on getting that be on ha shortly and then I have some of the same options around you know connections with insights and LinkedIn and those sorts of things and so the last thing I heard from Luke yong-ha is that he wanted to go with the 15-inch screen so we can see here ok what is yong-ha need to do he need 35 desktop machines in 125 laptops so it sounds like he wants to go 100% with the with the 15-inch screen so I'm going to go ahead and update this and I'm going to remove our 12-inch line item and so I had that just in there as a placeholder so I could show you on all of the pricing then I'm going to put it into 125 for our laptop and so you all know also mention that that he'd be interested in looking at the wireless keyboard and mouse for his users so I know that my organization is set up some accessories within dynamic so I can go ahead and look and see ok so what are some common accessories we have our laptop keyboard and wireless mouse so I'm going to go ahead and pick these items and add them to my list of a sales record - and so you know I'm just going to assume that he's just trying to evaluate this for every single one of those employees that's getting a new laptop so I'll update my quantities there and then now that I have kind of my final quantity and product selection yes yong-ha may change this but this is definitely the product selection we're going to go with I'm going to change my revenue to system calculated so what that's going to do is it's going to automatically update my estimated revenue and it's going to lock that down so that I'm certain that that this is a reliable number and it's actually based off of products here within our products list and then I know yong-ha wanted to take a look at those prices as well so I'm going to go ahead and create a new quote so let's delete this dress that I created earlier or deactivate that so this actually isn't going to delete this for good but it will deactivate that and remove it from my list there and then I'll quit create a new foot so this is really just going to pull all those line items into a form where I can share share with young mom so whether I want to set up a word template to share this with young ha or maybe I want to set up a mail merge if I prefer that or some other type of SSRS report you can set all those things up against the quote and then email this off to young con so in the typical scenario I could use my word template or I could pull this down using my my mail merge but for the sake of our demo I'm going to go ahead and take a step forward and say okay young ha was good with the pricing and he actually just wants to go ahead with a with a proposal for this so I'm going to go ahead and continue to move through my sales process here so as I'm working through my business process flow I'm going to be completing all the required fields and all the other information gathering to make sure that you know one I'm I'm going to you know make my sales manager happy right I'm collecting all the details we need for reporting for for when we go and look back on our on our year of sales or our month of sales and all those sorts of considerations but also some important details to help our delivery set of things so maybe there services needed or maybe we need to confirm inventory those types of things so I want to make sure that I fill out all our required fields here so as I move through this sales process a couple different things are going to happen so not only am I going to move in the sales process stage which we'll see when we get back to our pipeline in our dash it's also going to update records throughout our clearances so here when I move from qualified to requirement I actually my probability change from 15 to 25% and you can see that if i refresh this page quickly it's going to repopulate in complete that that workflow action that asked to update that probability and so I incorporating these things within your sales process you're automatically going to have the probability updated based on how far along that sales user is so it's really going to help with the accuracy of your way to revenue forecasts and any other reports that you're doing based on you know clothes day or you know probability to close those and so here I can continue filling out the various aspects of this so I know yong-ha I've had a couple conversations with him there are 250 employee organization but right now they're just supplying new PCs - you know - most of that organization and then do we have a sign MSA hmm you know I don't think we do with this particular organization so what I'm going to do is I'm going to go ahead and send that up to you so here I can create a new email and I know my MSA is on my email template so now I can take a look at my various email templates and so here I have my standard MSA so I'm going to select that include the attachments and then that will pull in all the data we need you the email needs to be created as I'm remembering before I add any attachments so let me add that one more time and then I can send them something so now my activity tain I can see okay I have the attachments there this one out too young ha and so once I get that signed and get that back then I can generate a proposal for him and get that out the door and so now that I'm done with dealing on for now I'm going to go ahead and say ok waiting on MSA in the meantime I need to finish this so this is my next step for this opportunity see it's probably not going to happen until let's just say tomorrow and I can save this record and so now what's the origin and the workflow it created a new task and it created a task for me due on the 19th for me to complete this proposal and send it to young instead out tomorrow when I log in for the first time I'm going to be able to see ok that's right I need to get this proposal out the yong-ha and keep this opportunity moving forward so if I go back to my dashboard here refresh the page I now see that I have that new task so if I click into my new task let's say just tomorrow morning I can jump in and see ok I'm waiting on the MSA but now we're ready to actually get the proposal out so I'm going to navigate directly back to this opportunity and continue moving things forward the young Hong about the MSA back to me so let's keep chugging along and so now I'm ready to create my proposal so have I developed the proposal no you know what I haven't done that yet and so I have all the details I know what you know how warrants he let me know that he does want the keyboard and mouse and so I'm going to move this thing along and go ahead and create a proposal and so what we have here in Dynamics 365 is a direct integration with our with our Microsoft Word suite or Microsoft suite so here we have our word template and I have my sales proposal so I can go ahead and pull this proposal it's going to download as a word dog and then we can see we have these details pulling in so this is a very simplified proposal but you can see we have you know our standard layout we have some some information filled out based on who this individual is and what company they work for and then down below we have the various products that we sell and so now we have our pricing information we have you know any other terms or considerations we want to include there and so what I can now do with this is I can email this to yong-ha or if I'm a user I can attach this to a envelope to get approved and so I have a lot of different options around that proposal so I'm going to go ahead and close this for now enjoy back into our opportunity so yes I've created that proposal you know let's say my my discount percentage that I offered with 15% as you can see that dynamically is going to create another step within our business process flow so now if I'm going to be offered to offering a large discount I'm going to need to get a manager's approval and with that an automated email was sent out to my manager asking in to navigate to the record and take a look and give me his approval so that's another way that you can leverage these workflows to make things really easy between you know team members have been the department or between sales team members and managers to really make it streamlined and eliminate a lot of those you know those one-off emails or you're saying oh hey you know hey Jim can you please check into this today and get this approved it'll just pop up in its mailbox and you can get it done but I don't want to go through all that so I'm actually going to only offer you know a 10% discount said I can move this thing along because you know you're not really interested and I think he's going to to get this done either way and then as you can see because I have some required steps still incomplete I wasn't able to move forward to close but you can see I have my final proposal ready and let's say I passed it through a colleague for internal review and I can move to close so now that I'm in the closed age I'm going to be waiting for yuen-han to get back to me with this final decision with a signature and so forth he did let me know that he's going to know by the end of the week and and I presented to this to him earlier but we're going to go ahead and and wait to hear back from him ah so in the meantime back to my dashboard right so what's up next what else do I have to get done so I just did some work with with alpine ski house but I'm remembering okay yeah just was reaching out to me yesterday she works with adventure works right and we haven't done much work with them lately I'm not too familiar with them so I want to take a deeper look into that so I can go ahead and just search for adventure works and I'm going to put this wildcard indicator in front of my search because then it'll show up even if adventure work isn't you know the first sequence within that register so now I can look into them and see oh well you know what we actually know quite a bit about these guys so we have some other contacts that I can look into we have some other opportunities that I can reference right so maybe we sold them it looks like some some home PC equipment maybe some printers in the past and so I can leverage this knowledge when I'm working with just even though I wasn't the salesperson who is involved in that sale another thing we can do I know they're big and they're sporting goods stores they do some retail some wholesale some other things so in preparation for my meeting with Jess I want to get a good idea of what work we've done with similar organizations in the past and so what I can do is use my advanced find queries to just quickly pull up some information based on the accounts we've worked with and so here I'm looking at my accounts record I can just do a quick search based on the industry type so maybe I want to look up you know accounts that we've worked with that are in the let's see you know I think they could be doing some wholesale distributing so I want to check that box I know for sure that they do let's see what do they do they do rental so let's go and find that shhh and we have it in here or somewhere but we'll select Full Sail and some other things for the meantime and just do what we can come up with and so now I see you know we only have work done with one account so you know maybe we don't have a ton of experience within her industry but I can go ahead you know maybe we've done a lot of work with these guys and so I can see ok well we've done stole some audio equipment within this industry you know we have some of these contacts so maybe this would be a good good account to bring up in my meeting with Jess and maybe get some referrals if you want to do you know a little bit of due diligence before starting to work with us so that's just a power of having all your information within one system you can really you know dig into what's been done in the past whether or not you're familiar with that off the top of your head you're just referencing historic information so I can close that out so now I can jump back and you know maybe yong-ha got back I mean he's ready to move on right so as a as a sales user I'm really bouncing around all day right I don't really know what's going to happen next who's going to move things forward quickly who's not and so you know young hot finally got back to me so I'm going to jump right back into that opportunity and get that done right he's ready to sign up on that proposal and I want to close that before the end of the day so my manager can see that I got this deal done so now I can jump into my alpine ski house I can see you know kind of the things that were happening in the background as I was working on this opportunity my you know my probability was changing as I was moving through the process that changes my weighted revenues and you know I have activities here for discount approvals and for our next steps and all these things are kind of happening behind the scenes without me having to do any of that so it makes my job really easy because I'm just kind of doing the core things that I have to focus on to move things forward with yong-ha in the rest kind of takes care of itself and so you know yeah a CRM is going to be asking me as a sales user to you know fill out some fields and you know maybe sometimes I have to type in some descriptions and other things that you know may not get you too excited about it but kind of the trade-off of that is that there's all these things that are helping me organize my day and to help me move deals along and get things done that I never actually have to do it's just all being taken care of by dynamics and so now that we've received we're back from yuen-han maybe you sign that via docking time I can go ahead and say okay I want to send this thank-you note which again is going to fire that off base of all based off of our thank you template or can also you know generate an email trap if I'd rather have it do that where I can go in and personalize it a bit more and then I'm going to close this deal as one so really this is just asking for some simple information so what's the actual revenue the same as being quoted here so maybe I offered some additional discounts right at the end and I can update that or maybe I want to add some details based on you know what it took to get this deal closed maybe you know I had to go and meet with the president or there were some additional steps I can make note of that so when you report back on these deals we have all the information then I'm going to go ahead and close this always forget about that so since I have an active quote I'm not going to be able to move forward until I finalize that so I'm going to go ahead and finalize this quote and then I can go back to my opportunity and close this deal like that game is closed for me so I'll go ahead and confirm create order let's just close the quote and then I should be able to close this opportunity and so once I do close this opportunity what it's going to do is it's going to update my pipeline if my manager is watching my sales goals it's going to get all that updated as well and so if I just go back to go back to my dashboard here looks like my quote is messing with me a bit there we can see you know as we're moving through these processes I have my big sales pipeline but it's constantly you know effing and flowing right it's moving from qualify to to propose to close and so I can constantly see you know what I'm working on and how close they've done I'm getting and so this is where I can really you know focus on am I am i nearing the end about my sales process maybe it's the end of a quarter and and I really want to focus on some of the deals that are really getting close I can actually interact with these charts at a much more granular level and so if I pull up this chart here I can see I have my list of records but I just want to focus on what's getting close and so here I can see okay well well my two big deals is you know the one that I just finished that I'm going to go back and close here in a minute and then you know this other deal for four coffee houses that maybe I want to focus on next so that's how you can kind of use your dashboards and the workflows in CRM to kind of tailor your day and to figure out what do I need to do next because that's really why CRM can be so powerful because it keeps me focused on my sales opportunities it keeps me focused on things that I can have a positive effect on that I can positively change and so I really can just focus on let's make sure I'm following up in a timely manner and let's just focus on you know what's coming up next right whether it's a phone call or tasks or you know a proposal creation those sorts of things and it helps me organize my day in such a way that I'm not scattered I'm not searching through my email I'm not bouncing around between various windows as you saw from our demonstration today I don't think I ever left chrome so I'm just working with one tool makes it really easy and streamlined to go about my day and to get things done and so that's really one of the key benefits for CRM for that sales user right and so a lot of sales individuals will see CRM as you know additional work for them or maybe there's their manager wanting to eat tasks but if you actually take the time to develop that sales process to introduce the automation in the workflow it can be a huge time-saver and it can also provide a ton of value in terms of simplifying that individuals day and just making everything really easy for them right just kind of handing them one thing at a time and allowing them to take a streamlined approach to their to their job into the various tasks so that's really the core about what I wanted to present today so I'll let just open it up to questions or I'm seeing a little icon popping here in the corner of my eye so maybe a few already cancer and I'd be happy to to answer those yeah like this well done that was great you covered quite a bit actually in that 50 minutes I appreciate that um so we haven't had any questions come through just yet but I'm sure people are still absorbing and trying to formulate based on the the storyline that you went through I just wanted to double-check what version of Dynamics 365 are you showing right now sure so this is dynamic 365 version 8 point something so it is a 2017 release of dynamics and so there has been one more release since this version so if anybody went and you know decided to spin up a free trial or if they just went up a tenant today it would likely have one one version edited but but mainly the functionality is similar just a few minor changes great just wanted to be clear okay yeah and really everything we looked at today for those who are using dynamic CRM 2016 update 2 specifically all this functionality is available to them as well ok that's a great call out let's see no questions yet I'll get people just another moment you can add those in the questions pane if you're still curious about anything I also wanted to mention that we are recording today's session and we will get you a link if you attended today you'll definitely get a link do that recording for download and will also make sure that you get the presenters information as well so if there are any questions that do occur to you after the fact you can go right to the horse's mouth with those and and contact Alice directly I also wanted to mention that we've got a lot of other webinars coming up across the different products that we do serve I mentioned earlier that we do serve out a xgp nav power bi and of course CRM when you are done a mystery 65 here and about come today and then some other topics as well so there are quite a few that we're going to be scheduling out all across 2018 so please be on the lookout for that information as well if you're not currently getting our newsletter please do let us know you can actually let me know right now through the chat pane through the questions pane let me know you'd like to be getting that that's how we get a lot of our information out about upcoming events particularly the webinars and you'll be able to make sure that you stay up to date on all of that and Alex unless you have anything to add I haven't had anything else comes through the questions pane so we could actually give people two minutes back if you're interested yeah and that would be great I don't think I have anything up that so just feel free to email or give me a call if you have any questions after the fact or wanted to go a little bit deeper into anything to cover perfect and as I said I'll definitely be giving everyone that contact information afterwards oh sorry of course we had one question just walk through and one second here Alex it says we sell memberships to our cloud services of which the bulk of those transactions occur through our websites with this application be overkill when managing those transactions no so so what you can do is actually connect it directly with your website so you could have those transactions flowing in so that your sales team has that that history right so if you have customers doing repeat orders or maybe you want to use CRM to manage the subscription billing deeds it's actually quite proficient at that and we have some solutions that we built in the past that that can handle that so it can still do a lot for you right a lot of organizations will take their transactions big and small professional services organizations for example and go as far as invoicing through CRM to make sure that their sales team has all the information right because you don't want your sales team having to go into a new yorky system or have multiple licenses or multiple systems you can put it all in one place so even if they're you know mostly just managing a few big deals in CRM they'll still have all that history from the smaller online traffic and online sales transactions all in one place yours in CRM perfect and if that if that question does have any secondary or any peripheral topics that you'd like to hit like I said you'll get alex's information feel free to ping him he can probably talk CRM process all day long so just warning you but but please do feel free to reach out that was a great question okay I don't see any others coming through I hate cutting people off if you're out there typing so if I if we do close this webinar down and you're still interested in asking question please do contact us through email you can also go to our website on core business comm there's plenty of ways to contact us through that as well so okay Alex great job today that was an excellent look at Dynamics 365 really appreciate the time and we can give everybody back looks like eight minutes so well done all righty thanks Jeff and thanks everybody for giving me your lunch I appreciate it thanks a lot everyone hopefully we'll see you on another webinar very soon bye