Welcome to my two-part blog about transforming sales processes with the power of AI. In this first installment, I address the challenges sales teams face and the transformative potential of generative AI with tools like Copilot Studio and Microsoft Power Automate.
Let’s dive in!
The Sales Challenge
Today, there are many frustrations and inefficiencies in our modern sales processes. Disconnected and disparate systems add more complexity and workload to our team's typical workday. Clunky and disjointed processes can entice customers to find solutions with our competitors. These modern sales process issues can cause poor performance, disengaged employees, unhappy customers, and ultimately, fewer closed deals. These sales process issues can be categorized as problems with:
Wasted Data Entry Time: Excessive time with data entry reduces the time for selling
Data Errors: Errors with data can lead to extra work and missed follow-ups
Inefficient Lead Management: Manually tracking and prioritizing leads can result in missed opportunities
Poor Follow-up: Labor-intensive follow-up can lead to human error and decreased customer satisfaction
Limited Visibility: Scattered data and disjointed processes make it difficult to generate actionable information
To drive it home, these very real issues will impact employee engagement and company growth. Repetitive, low-value tasks contribute to sales rep burnout and disengagement. Inefficient processes prevent sales reps from focusing on building relationships and closing deals. Furthermore, these inefficiencies create a ceiling on the number of leads and deals that can be effectively managed, which impacts deal closure rates and hinders revenue growth and scalability.
So, is generative Artificial Intelligence the silver bullet? The easy button?
The answer isn't a simple yes or no. The rest of this article will explore some things that you can do today with Microsoft technology, featuring Microsoft 365 Copilot, Microsoft Copilot Studio, Microsoft Power Platform, and Microsoft Dynamics 365 Sales.
Why AI in Sales? Why Now?
There is a common misconception that AI is "New" and something that just exploded onto the scene recently. However, it’s helpful to understand that humankind has been thinking about AI since ancient Greek times and that the term Artificial Intelligence was first discussed at Dartmouth College in 1956.
Since then, people have been very excited thinking about the things that AI might accomplish, only for AI to fall short on several occasions. These previous AI hype cycles were brought on by periods of overly optimistic expectations followed by lackluster performance. So, what is different now?
In late November of 2022, OpenAI released ChatGPT to the world. Anyone with a web browser could create an account in minutes and start playing with generative AI. This instantly changed the playing field because AI was elevated from the private domain of scientists and engineers into the "1-click away" public domain. Generative AI is now in everyone's hands. How will this reset your customer's expectations? How will your competitors rise to the challenge?
We are at the beginning of the AI Revolution. With everyone now able to use generative AI tools like ChatGPT or Microsoft Copilot, the technology landscape has changed–and possibly in a more significant way than when the World Wide Web hit the public domain in April 1993. What would you do differently if you could go back 30 years to the beginning of the Internet?
Introducing Copilot Studio
Like many technology companies, Microsoft has recognized that generative AI has the potential to revolutionize the way we work. Microsoft is at the forefront of the AI technology race, investing Billions (with a “B”) in partnerships and their own direct research and development efforts.
Microsoft introduced Copilot, which is aimed to work alongside all your Windows and Office apps, Developer Tools, and Business Applications. Microsoft has committed to making Copilot part of every Microsoft application, as shown in the diagram below:
So, what is Copilot Studio? It is a low-code development environment for power users that allows you to customize Microsoft Copilot or build your own copilot experience … and it’s very cool.
The real power and transformation potential comes in how we can now build seamless workflows across what may have previously been disparate systems. Part 2 of this article will walk you through a streamlined customer experience example that combines a customer-facing ChatBot with the Microsoft Power Platform, Power Automate, and Dynamics 365 Sales.
Conclusion
In today's fast-paced sales environment, leveraging AI tools like Copilot Studio integrated with Dynamics 365 can significantly transform your sales processes. By automating repetitive tasks, improving data accuracy, and providing real-time insights, AI empowers your sales team to focus on what truly matters: building relationships and closing deals.
Generative AI has moved from theoretical discussions to practical, everyday applications, reshaping expectations and competitive dynamics. As this technology continues to evolve, businesses that adopt and integrate AI tools will have a strategic advantage, ensuring they remain agile and responsive to market demands.
At Optrua, we are committed to helping you harness the power of AI to drive efficiency, enhance customer engagement, and fuel business growth. Explore our solutions and see how we can transform your sales operations with the latest advancements in AI technology.
Ready to revolutionize your sales processes? Contact Optrua today to learn how we can help you integrate AI tools into your sales strategy and stay ahead of the competition.
About the Author
Throughout my career, I've had the fortune of creating time-saving functions, processes, and systems that made a real impact.
I've spent 35 years immersed in technology, from the days of clunky DOS, old green-screen AS400 systems, WordPerfect, and Lotus123, to today's cutting-edge CRM systems. And every time I work with a company, I discover something unique and different.
As a three-time entrepreneur and current small business owner, I've experienced the highs and lows and understand the unique characteristics that set small businesses apart from larger organizations.
At Optrua, we specialize in implementing Dynamics CRM and Microsoft Power Apps to drive both customer experience and employee engagement.
Our agile methodologies and focus on continuous improvement make us your ideal partner in this rapidly evolving landscape.
From CRM implementation to data analytics, we offer tailored solutions that deliver incremental value, keeping you ahead of the curve.