Stop all of that Typing and Start Connecting

Do you find that your sales and customer service people spend a ton of time typing? Typing contact names, typing notes, typing information. Typing, typing, typing. It’s just not the best use of your people’s time. But with all of the data included in your CRM, email, and team calendars, it can be difficult to keep your customer and prospect records up to date.

What if we told you that your sales and customer service teams no longer need to manually enter data and associated activities with contacts, leads, accounts, or opportunity records? Inbound and outbound interactions and meeting information can be intelligently searched and displayed in an intuitive dashboard.

SalesConnect 365 integrates with Microsoft Dynamics 365

Get Intelligent with SBS Group SalesConnect 365

SBS SalesConnect 365 for Dynamics 365 for Sales searches your company’s email and calendar system to retrieve relevant data about your customers and prospects, and presents that information as actionable insights. SalesConnect365 can create more opportunities, improve close ratios, and drive more revenue.

The SalesConnect 365 Cloud

All documents are searchable on Dynamics 365 records and stored in the SalesConnect Cloud, so you can stay connected from anywhere, at any time. Taking away the burden of (attempting) to enter all prospect and customer data into Dynamics 365 empowers your team to spend more time in front of your customers, actually selling—and with high-potential customers highlighted in your analytics, you can focus your resources on the opportunities most likely to close and create revenue. And servicing the customers who need help the most.

Improve Customer Interactions

SalesConnect 365 identifies customer buying behaviors and measures the strength of your customer relationships, allowing your team to better understand their preferences and create a more engaging experience—therefore improving your relationships and ultimately creating and converting more opportunities.

SalesConnect

Today’s customers are more informed and have higher expectations than ever before. Dynamics 365 for Sales enables you to better understand customer needs, engage more effectively, and win more deals. Dynamics 365 for Customer Service gives your team a  single, unified experience that delivers end-to-end service across every channel—earning customer loyalty and empowering agents. When combined with SalesConnect 365, your CRM experience is enhanced to drive more business.

Learn more about SalesConnect 365 or request a free evaluation today.

Sincerely,

Joe Gulino
Director of Corporate Account Sales, SBS Group

About Joe
Joe Gulino has spent 30 years growing and running mid-sized ERP and CRM consulting organizations. Recently, he has focused his career on helping large and mid-sized services companies select, procure and implement ERP and CRM solutions. He has experience in several industries including manufacturing, distribution and professional services.
joegulino
Today, Joe serves SBS Group customers in his role as Director of Corporate Account Sales where he helps customers solve business problems using Microsoft Dynamics 365 technology. Joe holds a B.A. in Business Administration and Computer Science from Rosary College, and is based in Naperville, Illinois.
https://www.linkedin.com/in/joe-gulino-0a0ba72/

 

Dynamics 365 for Sales/CRM Announcements at Microsoft Summit User Group

At the Microsoft Dynamics 365 User Group Summit 2017 in Nashville, the Dynamics 365 product team walked customers through a range of updates within Dynamics 365 for Sales/CRM.

Connecting CRM data with Office, LinkedIn graphs

Within Dynamics 365 Sales, there is an emphasis on “social selling with context,” meaning more bi-directional flow of data between D365, Office and LinkedIn, to round out visibility of a lead or opportunity, and to make it all about relationship sales. Microsoft is using “fuzzy logic” technology to  surface LinkedIn data from Dynamics, and vice versa. Actions taken in Sales Navigator will also filter back to the field and activities of the Dynamics entity. Dynamics 365 leads can also be sent to LinkedIn if the sales rep believes he or she will be better engaged via communications on that platform. Those interactions will be fed back to Dynamics, too, as part of the integration.

Azure Advancements

Microsoft noted advances in the use of Azure-based analytical tools for the benefit of Dynamics 365 for Sales/CRM customers. The team is updating Customer Insights with segmentation, lead scoring, conflation analysis (duplicate matching), and other machine learning capabilities.

Customer Insights: Engage your customers with intelligent insights
Understand your customers to better engage them through intelligent insights. Using Dynamics 365 with Microsoft Azure, transform your data into timely and relevant information, inferences, and predictions that help your business succeed.

In Customer Insights, segmentation capabilities of the current release are “not just demographic, but psychographic,” said Dynamics 365 general manager, Param Kahlon, speaking at a Summit general session. So while segments can be created based on static attributes like postal code, they can also be created based on predictive logic about the likelihood that the people will respond to a particular message or offer.

Customer Insights is built to support two things, Kahlon explained. First, it can ingest large volumes of data from multiple sources about customers. Second, the system is designed to identify the same person or entity represented across systems and provide an accurate and cohesive profile for use in analysis.

Beyond out-of-the-box algorithms provided with Customer Insights, Microsoft also wants customers to create their own machine learning algorithms. For example, a customer churn score could be developed relatively easily, Kahlon told users, if the organization has lists of known customers that have and have not churned. The machine learning engine can analyze data around those lists and build a model that can be applied to new customers to provide a likelihood-to-churn score. A set of activities or alerts could then be implemented to manage those high-risk customers.

SBS Group SalesConnect 365 Connections that Drive BusinessSBS SalesConnect 365 crawls your company’s email and calendar system, intelligently searches and retrieves all useful data about your customers and prospects, organizes the information in Dynamics 365 for Sales, and presents that information as actionable knowledge you can use to improve close ratios, create more opportunities, and drive more revenue. Click here for more information, or to request a demo.

User experience to be updated to a unified interface

The v9 launch also opens the next chapter in the Dynamics 365 team’s work to optimize the user experience. It is a journey that began over six years ago, Kahlon said, and has now been through several iterations. The new interface, known as the Unified Client Interface (UCI), will be used to update all the existing customer experience apps, as well as the as-yet unreleased lower-tier sales app and marketing app.

The updated look and feel is subtle in some places, but the technology change is significant, and Microsoft representatives say they have tried to find a balance between improving visual borders, information density, and layout. Some seemingly small improvements will make a big impact on customers, like the ability of a long field value to dynamically wrap to a new line rather than being cut off – a feature that drew applause from users.

Let us know if you have any questions about these or other announcements at Microsoft Summit.

Sincerely,

Joe Gulino
Director, Enterprise Sales, SBS Group

About Joe
Joe Gulino has spent 30 years growing and running mid-sized ERP and CRM consulting organizations. Recently, he has focused his career on helping large and mid-sized services companies select, procure and implement ERP and CRM solutions. He has experience in several industries including manufacturing, distribution and professional services.
joegulino
Today, Joe serves SBS Group customers in his role as Director of Corporate Account Sales where he helps customers solve business problems using Microsoft Dynamics 365 technology. Joe holds a B.A. in Business Administration and Computer Science from Rosary College, and is based in Naperville, Illinois.
https://www.linkedin.com/in/joe-gulino-0a0ba72/

 

Heads Up Salespeople! Microsoft Takes LinkedIn Integration to the Next Level

As usual, there were a lot of announcements at Microsoft’s Ignite customer conference this week. Microsoft CEO Satya Nadella’s keynote exemplified the broad swath of innovation Microsoft is targeting, touching on how everything from AI and mixed reality to quantum computing and data-ready cloud infrastructure are changing the way we do business.

Microsoft had several announcements around its LinkedIn integration, which is great news for salespeople. You may recall, Microsoft announced its LinkedIn Acquisition last June. Many of us wondered how this would play out in the Microsoft Dynamics 365 space.

Microsoft is updating the Dynamics 365 user experience (UX) from a standard LinkedIn widget to a fully configurable integration. LinkedIn InMails and messages will be able to be sent directly from within Dynamics 365 for Sales, and added directly to Relationship Insights as with any other sales interaction. As a result, Dynamics 365 relationship analytics will be expanded to include InMail and PointDrive interactions.

There will also be Relationship Assistant cards triggered with LinkedIn data, so salespeople will be able to natively render profile photos from contact records in LinkedIn. You will also be able to search across Office 365, SharePoint at Microsoft, and OneDrive at Microsoft for LinkedIn and Microsoft Dynamics 365 sales profile cards if all of the services are connected and integrated. What a timesaver this will be! And salespeople can now visit a prospect knowing all of the LinkedIn connections they have in common, all integrated on their mobile device with Microsoft Dynamics 365 for Sales (CRM).

linkedin-dynamics-crm

The goal at Microsoft is to help salespeople create warm leads and relationship sales. With over 500 million members, LinkedIn is a gold mine of information.

You can identify the best way to reach and connect with prospects, including introductions from colleagues that they know and trust and:

  • Focus on the right people with predictive lead scoring
  • Find every member of the buying committee
  • Discover the best path to reach each buyer for a stronger response

Let us know if we can answer any questions about the integration, or Microsoft Dynamics 365 Relationship Sales.

Sincerely,

Joe Gulino
Director, Enterprise Sales, SBS Group

About Joe
Joe Gulino has spent 30 years growing and running mid-sized ERP and CRM consulting organizations. Recently, he has focused his career on helping large and mid-sized services companies select, procure and implement ERP and CRM solutions. He has experience in several industries including manufacturing, distribution and professional services.
joegulino
Today, Joe serves SBS Group customers in his role as Director of Corporate Account Sales where he helps customers solve business problems using Microsoft Dynamics 365 technology. Joe holds a B.A. in Business Administration and Computer Science from Rosary College, and is based in Naperville, Illinois.
https://www.linkedin.com/in/joe-gulino-0a0ba72/

Microsoft D365’s Got Talent!

We hear about talent a lot. Our TVs are flooded with reality based talent shows—America’s Got Talent, Britain’s Got Talent, So You Think You Can Dance, American Idol, The Voice, and the list goes on and on. But today we will talk about a different kind of talent that’s has nothing to do with a strong set of pipes or balancing a bicycle on your nose. I am pleased to announce that Microsoft Dynamics 365 for Talent is now available worldwide.

SBS Group Blog post talent

D365 for Talent is a new Human Capital Management (HCM) application that is cloud-based and utilizes Microsoft Common Data Services. The Talent application can be licensed as a stand-alone solution or part of the larger Unified Operations Dynamics 365 Plan.

The Common Data Service is the Microsoft Azure–based business application model and storage mechanism for the Microsoft business application platform. Together with gateways and connectors, it forms the basis of business solutions that are created by using Microsoft Power BI, Microsoft PowerApps, and Microsoft Flow.

Who needs Talent? It starts with the hiring process, where LinkedIn integration drives improved candidate pipeline development and analytics data leads to smarter hiring decisions. Once a new employee joins the company, customized onboarding plans ensure that expectations are clearly communicated and that new hires make the right connections inside the company to support their success.

Dynamics 365 for Talent: Performance Management Initiatives

The solution can tie performance management initiatives directly to incentive schemes, compensation packages, and employee engagement programs. Finally, managers can organize, monitor and analyze employee development initiatives to gauge the organization’s ability to transform today’s employees into tomorrow’s leaders.

Microsoft Dynamics 365 for Talent streamlines routine record keeping tasks and automates processes related to staffing your organization. These processes include employee retention, benefits administration, training, performance reviews, and change management. Dynamics 365 integrates seamlessly with LinkedIn Recruiter as well as other Applicant Tracking System (ATS) applications.

Talent

Dynamics 365 for Talent is based around three main concepts: Attract, Engage, Thrive

  • Attract: Hire the best talent faster by having visibility throughout the hiring process. A candidates LinkedIn profile is accessible and actionable within the solution. Interview scheduling can consider a candidate’s availability as well as the hiring team. Calendar invitations can be sent directly from the solution and the interview schedule is visible from either a candidate view or job posting. Hiring managers and interviewers enter feedback, hire/no hire recommendations and offer information. The HR team has one place to oversee the entire process.
  • Engage: Build high-performance agile teams. Customized Pre-boarding and Onboarding processes will set your new hires up for success with customized welcome packages, tracking required documents and first-day preparation. A new hire dashboard can keep your new talent in touch with key contacts and give managers and the new hire the ability to monitor the progress of critical onboarding tasks.
  • Thrive: Maximize the potential of your team. Dynamics 365 offers your talent a self-service approach from common HR tasks to visibility into career paths allowing them the power to drive their own career. It offers managers the ability to present a collaborative experience for learning management and skill tracking. Imagine the benefit of an evaluation process that transforms from an annual event to an ongoing growth experience.

Through Dynamics 365, your organization will have a complete view of the employee experience and allow you to provide your employees with an intuitive experience, your managers visibility and collaboration, and allow HR to deliver impactful programs.

Let us know if you’d like to learn more about Dynamics 365 for Talent. To sign up for a free trial of Dynamics 365 for Talent, click here!

Best regards,

Robbie Morrison
Chief Solution Strategist, SBS Group

About Robbie
Robbie Morrison has spent nearly 20 years helping customers build and deploy elegant technology and business solutions.  From start-ups to enterprise-class organizations worldwide, his knowledge of the Microsoft Dynamics ecosystem and Robbie-2017products helps SBS Group customers maximize ROI on technology investments.

Today, Robbie serves SBS Group customers in his role as Chief Solution Strategist where he provides thought leadership and manages the development of B2B solutions.  Robbie received his MBA from the University of Georgia, Terry College of Business.
https://www.linkedin.com/in/robbiemorrison

A Business System Platform for Professional Services Firms and Project-based Businesses

Professional services firms and project-based businesses invest in technology to improve employee productivity, streamline operations, improve sales, marketing, and customer engagement. Additionally, these firms invest in order to get better insights into their businesses to drive continued improvements. Over time, most organizations have invested in a number of stand-alone point solutions addressing different areas of need. However, the largest and most successful companies, go beyond point solutions by creating a unified solution, either through an extensive integration of best-of-breed technologies, or standardization on a technology platform such as Oracle or SAP.

Until recently, the cost and complexity of implementing such a comprehensive solution was beyond the reach of all but the largest global organizations. That is no longer the case! With the introduction of Microsoft Dynamics 365 — joining Microsoft Azure, Microsoft Power BI, and Microsoft Office 365 — any size professional services firm or project-based business can deploy a truly unified platform solution providing robust functionality for every business function and employee role.

microsoft dynamics 365 applications

Traditionally, enterprises achieved technology automation through the implementation of Enterprise Resource Planning (ERP). ERP is generally defined as an expanded effort to standardize record keeping to permit information sharing among different areas of an organization in an effort to manage the business more effectively and efficiently. A successful ERP implementation formalizes and integrates business processes across the organization, leveraging a single, integrated information system platform.

In the manufacturing sector, ERP has been the primary focus of business technology investment. However, professional services firms and project-based businesses have significant technology needs beyond the back office. The customer focus of services firms and the fluid, dynamic nature of services businesses has made Customer Relationship Management (CRM) an equally important part of the technology equation. CRM assists the sales, marketing and customer services departments in your firm by focusing their efforts on bringing the customer the best value possible.

erp crm success

Ideally, a firm’s ERP and CRM system would work hand-in-hand – creating a unified system. ERP puts the product at the center of the interaction while CRM focuses on the customer and their needs. With Microsoft Dynamics 365, professional services firms and project-based businesses can have both ERP and CRM in one unified platform. Even better, Dynamics 365 is built in the Microsoft Cloud giving users access to the data they need anywhere, at any time and costs less than deploying an on-premise ERP and CRM solution.


Learn more about the Microsoft Cloud by download our white paper.

In the white paper, we will detail the business value of platform adoption, examine the specific needs of professional services firms and project-based business, review the elements of the Microsoft Cloud, and demonstrate why the Microsoft Cloud is the superior solution for the services sector.

We also included a general Primer on Cloud Computing for those who need a grounding or refresher on cloud concepts, as well as a review of Microsoft Dynamics 365 and Office 365 components and benefits.

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