Introduction to Sales Insights
Selling to customers today is about building and sustaining relationships. Relationships are built by knowing who your customers are and what is important to them, and by targeting the right communication to them at the right time. Dynamics 365 Sales Insights is a suite of features that continuously analyzes the vast collection of customer-interaction data that is already stored in your Dynamics 365 Sales and Microsoft 365 databases. This data helps you better understand your business relationships, evaluate your activities in relation to previous successes, and choose the best path forward.
Sales Insights features enable you to build stronger relationships with your customers, take actions based on insights, and close opportunities faster. Dynamics 365 Sales Insights provides two different levels of features. Sales Insights standard features are included when you purchase Dynamics 365 Sales. Sales Insights Premium features are available when you purchase Dynamics 365 Sales Insights licensing in addition to your Dynamics 365 Sales application.
The following sections examine which features are available at the different levels of Sales Insights.
Standard Sales Insights features
Assistant - Combines and analyzes the data at its disposal to generate action cards. These cards help to ensure that you aren't missing deadlines, remind you of appointments, and notify you of important information that is related to your customers. Each card includes a message that summarizes what the card is about and a set of links for acting. Cards are sorted by priority and filtered based on your current activity.
Auto capture - Looks for messages that are sent to or from relevant email addresses and then presents them inside Dynamics 365. Staff members can examine surfaced messages, determine which are important, and then choose to track them. After the messages are tracked, they're visible to other Dynamics 365 users.
Email engagement - Helps you create more effective email messages and learn how your contacts are interacting with them. As emails are opened, replied to, and forwarded by customers, email engagement tracks those activities and reports back information. This feature can also remind sales staff of actions to take based on customers who are viewing or not viewing emails.
Sales Accelerator for assignment rules – Helps to assign incoming leads to different sellers automatically.
Premium Sales Insights features
When you purchase Premium Sales Insights functionality, you receive all of the free Sales Insights features, along with the following features:
Premium Assistant - In addition to the base assistant capabilities, you can use the Studio to create and display custom insight cards to users. The Studio helps you create custom insight cards through Power Automate. After creating the cards, you can configure prioritization and who can see the cards.
Notes analysis - Monitors notes that you enter regarding a recent meeting or discussion with your customer to provide intelligent suggestions.
Relationship analytics and health - Gathers information from Dynamics 365 Sales for key performance indicators (KPIs) and activity histories and displays it in a graphical representation.
Who knows whom - Provides details such as names and email addresses of your colleagues who know a lead whom you are going to interact with.
Predictive lead scoring - Helps you focus on revenue generation efforts by providing a score to prioritize efforts on quality leads.
Predictive opportunity scoring - Helps you focus on revenue generation efforts by providing a score to prioritize efforts on quality opportunities.
Premium forecasting - Helps you to focus on revenue generation efforts by providing forecast projections based on sales pipeline and historical data.
Sales accelerator - Helps sales teams in organizations to focus on high-velocity selling by offering a tailored experience for sellers that minimizes the time spent identifying who is the next best customer to reach, gathering information across multiple sources, and focusing on how to approach customers.
Conversation intelligence - Conversation intelligence provides you with information and insights on top of your customer calls that help you easily follow up on business-critical items, allow sellers to quickly transform their engagements into revenue, and enable managers to intelligently manage the sales team and proactively coach sellers.