Optimize Your Sales Opportunity Pipeline for Logistics

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sales pipeline management is only getting more and more nuanced and complicated ai suggestions automated emails and phone calls can help make you more effective and efficient but how will you know when it's the perfect time to give a prospect more personalized attention can you still use automated tools once they start asking specific questions about whatever you're selling today i'm going to show you exactly how some of the tools in dynamics 365 sales can help your account executives stay organized focused and effective in their sales pipeline management [Music] every day your account executives face the same critical question which ops take priority there's so much going on with so many different opportunities it can be really easy for account executives to spend time on the wrong things and of course a couple of hours could make or break a deal if an opportunity is anxious to close a list of open opportunities with information like estimated close date estimated revenue etc can get us halfway there but a visual indicator is even more helpful for effective daily pipeline management and that's part of what i want to show you today but before i get ahead of myself here you can see the extent of what a lot of sales support software solutions have which is just like a basic list of opportunities we can maybe figure out which ops should get priority based on the estimated revenue closed a et cetera but it's kind of a lot of work to do and this is exactly why i love the dynamics 365 deal manager one of the best things about dynamics 365 sales is that it makes it unmistakably obvious which opportunity should get priority when an account executive logs into the system each morning let's take a look let's say i'm an ae and i have 20-ish open opportunities that need attention but i'm not sure where to start i can see all my opportunities organized by estimated close date i've set up my deal manager to base the bubble size on estimated revenue that way i can easily pick out my biggest deals i've also configured the deal manager to display the bubbles as different colors depending on where the deal is in the pipeline so with just a little bit of strategic configuration is now painfully obvious that my candy pop deal needs my attention first thing it's my biggest deal it's the closest to closing and it's further down the pipeline than many of my other deals i love the dynamics 365 deal manager interface here because i can just click into the candy pop opportunity and see a couple of important things the first thing i see are notes notes can be added directly to the opportunity and can be a great way to store information about the op that doesn't quite translate into an actual task for example we can see i had a previous call with this op and they asked a ton of questions about reporting there was an action item around this but i wanted to make sure i tailored my conversations around their priorities and i'm really glad i noted this let's say marketing just published a blog post about our new reporting functionality and i want to make sure this app sees it another great bonus feature about notes dynamics has ai in place that can read your notes and pick up on any action items the built-in ai functionality is truly part of what makes dynamics 365 sales such a top tier option in the sales software industry and this is just one place where it really shines the second thing i can see are tasks tasks can be added directly to the opportunity and are a great way to do to create a to-do list of action items you can automatically create tasks through sequences or through power automate which is microsoft's no code automation tool and by the way our cobalt team has an entire walk-through video just for that and if you're interested check out the link in the description below you can also manually create one-off tasks i like to use these to serve as reminders for example you can see here that i created a task to follow up with chris after he gets back from pto about our licensing options another great bonus let's say chris gets back from pto i could really easily ping him right within dynamics to get an answer as fast as possible if i switch to the activities tab i can see the entire activity history with this opportunity it's all in one place this is great if i want to verify that i haven't already sent the prospect that new blog post about reporting let's say i haven't i can also send an email right within the deal manager the deal manager allows aes to see priority ops easily while also surfacing the most important information about those ops aes can even communicate internally and externally about this op all without having to leave the screen the deal manager is great for aes but a sales director can easily see all open opportunities just by changing the view the information displayed will recalculate automatically when we do that we will see all open deals not just mine dynamics 365 sales and the deal manager can help your team consistently stay on top of your sales pipeline management with confidence and a lot less effort our team at cobalt has built one of the most focused overviews of exactly how it can make a difference for small and medium-sized sales teams check out the link below and don't forget to subscribe here for more content like the sales pipeline management tutorial [Music] you