Digital Selling Capabilities in Dynamics 365 Sales Enterprise

A few days ago I noticed a new item on the sitemap in Dynamics 365 Sales when I navigate to the App Settings area in Dynamics 365 Sales Hub. The sitemap item is called ‘Digital Selling’ and takes you to a setup page where you can configure several items related to digital selling. After doing some digging and after reading the 2022 release notes for Dynamics 365 I learned everything related to these digital selling capabilities, which I am going to share with you today! This is actually pretty big news, because previously none of the Sales Insights features were available when customers purchased Dynamics 365 Sales Enterprise. If they wanted access to these features there was an additional price tag associated to them. With this change, Microsoft is bringing some of these capabilities to customers who own a Dynamics 365 Sales Enterprise license! How exiting is that?!

First off, it’s important to understand that not all of the Sales Insights features will become available for customers who have a Dynamics 365 Sales Enterprise license. They will be able to use some of these digital selling capabilities. If you’re not familiar with the features I am referring to, allow me to explain. Sales insights has several features that you get with a premium license. With this change, Microsoft is giving Dynamics 365 Sales Enterprise users limited access to some of these features. The features that fall under this are:

• The Sales Accelerator: Users will have access to the sales accelerator workspace. A total of 1500 records can be connected to any sequence per environment, per month. So this is not on a per user basis, this is for the entire environment. Since Dynamics 365 Sales Enterprise customers are usually smaller than Dynamics 365 Sales Premium customers this could be enough for them.
• Lead & Opportunity Scoring: Here is another one that is pretty awesome to get access to! Dynamics 365 Sales Enterprise environments will get up to 1500 leads or opportunities that will be scored again per environment, per month. I assume this number can’t be divided between opportunities and leads, it looks like you will need to choose if you want to use leads or opportunities. (That’s just how I interpret it.)
• Conversation Intelligence: The limitations for conversation intelligence are a bit different from the lead & opportunity scoring and the sales accelerator limitations, because users actually get three hours per user per month for this.

I also wanted to mention that Dynamics 365 Sales Enterprise customers will be able to view and monitor their capacity for each of these items. So the next question is probably going to be, what do you do if these limitations are not enough? Can customers buy additional capacity for these items? The short answer is no. If the Dynamics 365 Sales Enterprise customer needs more than what is offered, they will need to upgrade to a Dynamics 365 Sales Premium license. It’s as simple as that.

Get Started with Digital Sales

You can access the digital sales setup page by navigating to the App Settings area in the Sales Hub. You’ll notice the ‘Get Started’ section below ‘Digital Sales’ on the sitemap.

When you click on ‘Get Started’ you’ll notice a quick setup button is available for the Microsoft Teams collaboration, Microsoft Teams calls with conversation intelligence and for Lead and Opportunity scoring. You’ll also notice that each of these items have a play button on the right side of the quick setup button, allowing users to watch a short video of the functionality. You’ll also notice the Sales Accelerator ‘edit settings’ button which will open a fly out window on the right hand side of the screen. The fly-out window or pane shows some sales accelerator settings, but users have the ability to navigate to the full settings page from here by clicking ‘Go to advanced sales accelerator settings’ on the top of the window. On the right side of the ‘Edit settings’ button there is a link that will open the sales accelerator in a separate tab. Below these settings, you’ll notice another link that reads: ‘Next step: Create sequences to automate activity creation and help guide sellers to close more deals‘. When this link it clicked, a new tab opens the Sequence setup page, which is part of the sales accelerator. From this page users have access to all sales accelerator items.

Another question that might come up is, if an organization has a Dynamics 365 Sales Premium license, will they be able to access this Digital Selling startup page? Yes absolutely! The only difference here is that Dynamics 365 Sales Premium instances don’t have the limitations that Dynamics 365 Sales Enterprise users have. Now for the big question, when is this going into effect? If we look at the information on Microsoft’s docs site accessible here this will take effect in January 31 of 2022!

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