In the dynamic world of sales, having an edge can significantly influence outcomes. Dynamics 365 Sales introduces a powerful feature, “Who Knows Whom,” designed to enrich your sales approach by leveraging your organization’s collective network. This feature, available in both Dynamics 365 Sales Enterprise and Dynamics 365 Sales Premium versions, is an innovative tool that fosters introductions and connections, potentially leading to more successful sales interactions. Below, we delve into the license requirements, roles, and operational dynamics of “Who Knows Whom.”
License Requirements: Unlocking the Potential of Connections
To access “Who Knows Whom,” users must have one of the following licenses:
- Dynamics 365 Sales Enterprise: Offers Basic “Who Knows Whom” capabilities.
- Dynamics 365 Sales Premium: Provides Enhanced “Who Knows Whom” functionalities.
Each version caters to different organizational needs, with the Enhanced version offering deeper insights based on Exchange data integration. For more information on pricing and features, refer to the Dynamics 365 Sales pricing guide.
Role Requirements: Empowering Sales Teams
Access to “Who Knows Whom” is granted to individuals holding primary sales roles within the organization, such as salespersons or sales managers. This inclusivity ensures that key personnel equipped to leverage connections for sales success can utilize the feature effectively. Further details on primary sales roles are available in the Dynamics 365 documentation.
Understanding “Who Knows Whom”
The Essence of “Who Knows Whom”
At its core, “Who Knows Whom” is about uncovering connections. For sales representatives, initiating conversations with leads can be daunting, especially without prior interaction. “Who Knows Whom” mitigates this challenge by identifying colleagues who have previously engaged with a lead and facilitating a warm introduction.
Basic vs. Enhanced Information
- Basic Information: For Sales Enterprise users, basic details are generated from emails and meeting data within Dynamics 365, requiring no additional setup.
- Enhanced Information: Sales Premium users benefit from more detailed insights from Exchange data, assuming the necessary configurations are in place.
Accessing “Who Knows Whom”
To view “Who Knows Whom” insights:
- Open the Sales Hub app and select a lead or contact.
- Look for the “Who Knows Whom” widget, which displays up to five colleagues who have interacted with the selected individual.
- Utilize the widget to identify and contact a colleague for an introduction.
Note: Should you encounter privilege issues, consult your administrator for access adjustments.
Opting Out of Data Sharing
For organizations concerned about privacy, Dynamics 365 offers an opt-out feature for data sharing. This option is particularly relevant for entities within EMEA or Asia Pacific regions, allowing them to exclude their Exchange data from Dynamics 365 analysis.
Conclusion
“Who Knows Whom” in Dynamics 365 Sales is more than just a feature—it’s a strategic advantage. By unlocking the collective network of your organization, you can approach leads with confidence, backed by familiar introductions. Whether you’re a sales veteran or new to the field, understanding and utilizing “Who Knows Whom” can significantly impact your sales strategy and outcomes.