Sick of spending half your day outreaching to leads only to successfully book face-to-face meeting with a handful of contacts?
Building up a high-quality, engaged sales pipeline is one of the biggest priorities for a business, however it can often require a high investment of time to research and reach out to potential prospects, with little reward. And when mixed in with all the other responsibilities that lie with a sales team, businesses can’t dedicate enough time to prospecting as they should.
To overcome this core sales challenge, Microsoft has introduced a series of automation and AI capabilities within Dynamics 365 Sales to make it easier and quicker for sales teams to find prospects that are more likely to convert. AI agents mark a pivotal step forward in this mission for efficiency, offering a digital staff member that will work around the clock to recommend and engage with the best prospects that can be nurtured through a business’ sales generation strategy.
In this blog we’ll dive deeper into the technology, exploring how it works and the benefits it will offer your business.
What is Sales Qualification Agent for Dynamics 365?
Microsoft’s sales qualification agent works with the Dynamics 365 Sales application to take on the manual task of researching, prioritising and reaching out to leads. By drawing on the data in your Dynamics 365 CRM and public web sources, the technology will constantly analyse and determine the best leads to target. Its support doesn’t end there. With all this information, it will generate personalised outreach emails, designed with talking points that are unique to each recipient, encouraging them to engage. Similarly to Copilot, it will even suggest the next steps a sales team needs to take to ensure you build out a robust sales pipeline.
Now, what would have taken up hours or even days of your sales team’s time, will only take minutes, leaving them to focus on meeting with new customers.
How does Sales Qualification Agent work?
The sales qualification agent combines the capabilities of three agents; the research agent, the prioritisation agent, and the engagement agent, which all collaborate to autonomously build a sustainable sales pipeline, efficiently.
The agents tap into internal data within your CRM and pull from public web sources to:
- validate and gain a full picture of a lead
- uncover their business priorities
- triage and prioritise a response based on its likelihood to convert
- draft personalised emails that maximise response rates
By performing these tasks around the clock, your sales teams can focus on improving their sales pitch and meeting new prospects, knowing lead prioritisation is in safe hands.
The capabilities of Microsoft’s sales qualification agent
Prospect triage
By diving into the data in your CRM, the sales qualification agent will build a 360-degree picture of a lead, verify its finances and authenticity and make a decision of whether it’s worth engaging with the prospect, ensuring no more time is wasted on someone that’s not likely to engage.
Opportunity spotting
In addition to engaging with a lead in a database, the technology will also suggest other people within the prospect’s company to contact to increase the chances of receiving a reply.
Precise agent handover
The agent will have the knowledge of which members of the team are best to handle different prospects and will assign introductions to the most relevant employee.
Lead prioritisation
By evaluating leads against a set of criteria which includes budget and authority, the sales agent will generate a list of leads to prioritise 1-2-1 outreach, based on their likelihood to close on a deal.
Personalised engagement
With the context of a company’s finances, priorities and other behaviours, the tool can generate a highly personal email with talking points that will resonate with their individual challenges and goals, which a team member can just review, edit and send.
The benefits of using a sales agent
Scale your sales
With the technology working around the clock, businesses can drastically cut down the amount of time it will take to build a converting sales pipeline, accelerating the speed of business growth. And while you’ll still need to continue to scale your sales team, you can have peace of mind that your pipeline prioritisation is covered.
Maximise sales conversion
Not only does the sales agent improve the quality and speed of your sales pipeline, but by freeing up employee time to focus on sales strategy, networking and being in sales calls, prospects are much more likely to convert.
Improved sales forecasting
With an understanding of the prospect’s budget, timeline and needs factored into the agents lead analysis, you’ll gain a more accurate view of your forecasted pipeline to drive better decision making.
Strong customer relationships
With more time and resource dedicated to leads that are more likely to convert, team members can focus their efforts on building strong, personal client relationships that will help identify further sales opportunities and peer recommendation.
Getting started with Microsoft’s sales qualification agent
Would you like to reap the rewards of a sales qualification agent? You can easily integrate this digital employee into your Dynamics 365 sales platform. Get in touch with our team to find out more about how it can transform your sales pipeline and gain deployment and training support to ensure you get the most value out of the tool.