You have a big, important upcoming sales meeting with a major client. Where do you start your preparation? With Microsoft Dynamics 365 for Sales, all the information you need is at your fingertips. Read on for list of 6 steps that will help set you up for a successful customer meeting.
6 Steps to for a Successful Customer Meeting with D365
1. Review Pipeline
First step, login to Microsoft Dynamics 365 for Sales and review what’s in the pipeline for your customer. You can view the pipeline for the entire company in a hierarchy, which is high-level summary data. Each location shows open revenue and open deals.
Then, drill down by location and see the details on deals which have closed. Click on relationship assistant within Dynamics 365, and see when deals are projected to close, and any associated notes or upcoming meetings/calls. At the location level, view other customer information such as their ERP account number, whether they are a tier 1 or 2 customer, and more.
Check out the sales forecast by product, and review the projected versus actual amounts, which are synched from your ERP system. This will develop good talking points for your upcoming meeting.
From there, click on call reports to review the history of call notes that you’ve entered with the client. This will ensure you are on top of the follow up items you had promised from your previous calls or meetings.
Review the pipeline to determine if you can move the opportunities further down the funnel at your upcoming meeting
Review your company’s custom sales stages and see what stage you are in for each opportunity. Opportunities can be sliced and diced by region, by account manager, close date, or you can view all global opportunities for an account.
2. Meeting Prep and Agenda
A meeting prep area within D365 allows you to fill in the meeting agenda items for your upcoming meeting, and it will flow down to the entire account. From here you can add other internal meeting attendees so that they can review the agenda items as well prior to the meeting.
3. LinkedIn Sales Navigator
At the contact level, check out the primary contact and sub contacts, drilling into their account to make sure you have everything updated.
Utilizing LinkedIn Sales Navigator, review updates on your meeting attendees and discover new relevant information such as icebreakers, which displays common groups or colleges, etc. that you can discuss with them. Find a first-degree connection, or a colleague who has a first-degree connection with the attendee who can introduce you to them prior to the meeting via LinkedIn. A “related leads” tab gives you other contacts at your customer who could further your open opportunities, with the ability to save them as contacts within D365. This step increases win rates for open opportunities by allowing you to dig deeper into your customer’s organization and build more relationships.
From there, review your client’s company profile within LinkedIn to stay up-to-speed on company news such as awards or anything else you’ll want to bring up at the meeting.
4. Active Open Support Cases
It’s a good idea to review recent or active support cases for the client, so that you are not caught off guard with incidents during your meeting, avoiding a potential roadblock for closing the deal. For example, your customer received their last shipment late, but you see that it was resolved with an overnight delivery of said goods. Armed with this knowledge, you can proactively ask them about the incident and its swift resolution.
Next step, review open opportunities for the account. If you need to adjust any opportunities, open the list in Microsoft Excel Online and make changes on the fly, whether it’s updating the ship date, changing the status to closed, updating descriptions, etc. Transform the spreadsheet into Power BI (free with your Microsoft Dynamics 365 system) for additional analysis. Reports and visualizations are automatically created based on the Excel workbook, and once imported to Power BI, continue to improve and refine those reports using Power BI Desktop, using the existing features and new features released with each Power BI Desktop monthly update.
This current system ability to import workbooks into Power BI Desktop is designed to allow existing Excel users get started with Power BI Desktop.
6. Utilize Mobile Application on the Fly
You’ve prepped for the meeting, and now you are flying or riding there in an Uber. Login to D365 on your mobile device to check for last minute updates on the account. If you lose connectivity while on the mobile app, don’t worry. Create records or make changes, and when you’re back online, you simply sync so that your changes are available.
After your meeting, back in the Uber, use the mobile voice recorder to verbally enter notes from your meeting, so that they are immediately in D365.
You won the deal? Congratulations! Upload any signed agreements from your tablet back into D365. Close the opportunity, and a thank you note is automatically sent from the system.