>> Hello everybody and thank
you so much for joining me
today for Dynamics 365 Sales
and LinkedIn Sales Navigator.
Let me introduce myself to you
guys before we get started.
My name is Dian Taylor.
I work for RSM as a
pre-sales engineer,
I'm a director there.
I'm also an MVP for Microsoft.
Feel free to check out my
blog at D365Goddess.com.
You can also follow me on
Twitter with that same handle.
If you guys want to take a look at
my YouTube videos or connect
with me on LinkedIn,
feel free to scan
that big QR code that you
see on the screen as well.
Now, some of the
things I'm going to be
covering today is obviously,
we want to discuss why
LinkedIn and Sales Navigator.
Then we're going to talk
a little bit about,
really digging into
that configuration.
We're going to have two different
places where we're going
to need to do that setup
for those configurations.
One from the LinkedIn
Sales Navigator side
and then also on the
Dynamics 365 side as well.
Then we're going to talk a little
bit about data validation and
some other configuration
items that we
can set up and then we're
going to go into a demo.
We're going to talk about data
synchronization, Smartlinks,
being able now to create a contact
from LinkedIn and push that
data into Dynamics 365.
We're going to talk about the
Embedded Sales Navigator widget
inside of Dynamics 365.
Some more demos and lastly,
I'll touch a little bit
up on pricing as well.
Obviously, a big problem
that organizations have
today is obviously getting a lot of
information from different places,
which makes it almost
impossible to get
good insights into all
of that data obviously.
A good example that you see here
is obviously Dynamics 365 data,
LinkedIn Sales Navigator,
and obviously,
Office 365 can be some
of that data as well.
Now, integrating both of
those platforms together,
Linkedin Sales Navigator and
Dynamics 365 really helps
us to combine that data
from both applications
and then we can
turn them into actionable insights.
Data from LinkedIn can be
synchronized to Dynamics 365.
Dynamics 365 data can
synchronize back to LinkedIn.
But we also have the
ability, for example,
to just render data from LinkedIn
directly inside of Dynamics 365.
I'm going to show that
to you guys as well.
This is just again,
a screenshot that's
showing you that LinkedIn
data inside of Dynamics 365.
We can do this on several record
types that live in Dynamics 365,
which again I will be touching
on a little bit later as well.
But I think the main thing is
that we're going to be able
to have access to this data
directly inside of a
Dynamics 365 record which
allows you to take advantage of
your existing relationships.
Think about when you're
asking your networks
to get introduced through
a mutual connection.
Maybe you know a person
at a particular organization
that can introduce you,
and we all know that
a warm introduction
obviously has a way bigger chance of
getting a response
versus just you sending
an e-mail to a person that
you've never met before.
That's really where their
strengths comes in.
Now that we've established the why,
now let's talk about the how.
Most of you probably have heard
of the integration between
Dynamics 365 Sales and
LinkedIn Sales Navigator,
but maybe you don't exactly know
all the details and
how everything works.
Keep in mind that I'm not going to
cover all of the features in
Sales Navigator in this session,
I'm really going to focus on
what's really relevant through
this integration with Dynamics
365 and LinkedIn Sales Navigator.
With this integration,
we'll be able to
move data between applications,
as we said earlier,
which means that we're
going to enable and
configure the [inaudible]
in both directions.
So from LinkedIn Sales
Navigator to Dynamics,
and then the other
way around as well.
I'll talk about what data can be
synchronized a little later
in this presentation.
But with dataflow and
into Dynamics 365,
this really gives us
a lot of options to,
for example, perform actions
on the data as well.
Think about Power Automate to
automate processes such as
maybe setting up alerts when
a LinkedIn activity is
created in Dynamics 365.
Think about being able to now report
on those LinkedIn activities.
All of that again,
are some of the things that could
help us through that integration.
Now, before we can
start turning this on,
so to speak, there are
a couple of prerequisites
that we want to consider.
For example, if Microsoft
Dynamics 2016 or Dynamics 365
on premise is not really
supported for that sync,
you can probably with
on-premise use what we were
talking about earlier,
being able to show
those UDI frames inside
of a Dynamics 365 record.
But again, it's not really supported
for any of that synchronization.
You'd need to have
either a Microsoft relationship
sales subscription
for Dynamics 365,
or you're going to have
to sign your team up for
either LinkedIn Sales Navigator
team or Enterprise separately.
Then, if you want to configure
sales navigator on that end,
you're going to make sure that
you're going to have to have
an administrator and
a team member seat.
Then, as you can see,
you need to make sure
your browser needs to have
JavaScript enabled and obviously,
you want to disable
your pop-up blocker for
the Dynamics 365 domain as well.
Now, let's talk a little bit about
the Dynamics 365 configuration first.
By default, the LinkedIn
solutions are not
automatically installed in
your Dynamics 365 instance.
Administrator needs to install
the solution package before
anybody can really work with them.
But it's not a manual process.
You can start this by navigating to
business management and then you
click on what you see
here on the screen,
that's Sales Navigator button
to start that installation.
That will launch the
installation window,
which you see right here.
Then once that installation is done,
then users can go back to that
previous screen and you can then
click on "LinkedIn
Sales Navigator" again,
which is going to take you
through a screen where you can
enable that integration and also
turn on photo refresh as well.
Then you can also turn on
the LinkedIn Sales Navigator
controls on the forms.
There's going to be two tabs
that are going to be
hidden by default.
I think nowadays it's one tab and it
has three different
sections in there.
They're going to be hidden
and what you can do
then is you're just going
to be able to unhide them.
They're going to be
on the contact form,
the opportunity form, and on
the account form as well.
I'll show you that shortly as well.
But that's really just a matter of
unhiding those tabs and then
people will have access to that.
That's from the Dynamics
365 configuration side.
Now let's take a look
at the LinkedIn side.
In this setup, we can actually enable
write-back capabilities from
Sales Navigator to Dynamics 365.
Write-back, what that means is
really it allows users to save
information that was created in
Sales Navigator back to Dynamics 365.
I'm going to go into details of what
exactly that means
a little bit later.
But this is what that looks like.
You're going to be able to click
on that. Let me just go back here.
You're going to click on that button.
It says here, "Connect to CRM".
I have a little bit
video on that as well.
Then it's going to ask you obviously
what system do you
like to connect to?
That's when you just put in
your URL and you'll see that in
a second as well. That's it.
You just put in your password,
username of whatever that
admin account you want to use,
that service account, and
then that is the setup.
It's pretty easy to do that.
Now, you've got to allow about
24 hours for the system to sync
but that's really once you have
successfully made that connection,
you're going to be able to
set your Sales Navigator,
CRM settings for the
organization as well.
Again, I'll show you that
in the demo as well.
But some of those things are,
for example, what you
see on the screen.
For example, data validation.
When data validation is
turned on in Dynamics 365,
there's actually going to be a
new option set that's going to be
added to Dynamics 365
and this is called
MSDYN_ Workchange status and
the display name is
not a company flag.
This is going to be
added, by the way,
to the contact entity
in Dynamics 365.
Like I said, it's going to be
an option set and there's going
to be three different
values in there.
One is called no feedback,
not at company, and that's
the big one obviously.
Then, there is an ignore once.
The way that this works is that
when the current company of
a LinkedIn contact does not match
the accounts that the contact is
related to in your Dynamics 365,
then the field will be
set to not at company.
Then obviously, now you can pick
those contacts out of
your Dynamics 365.
Again, keep in mind, as validation
only happens for contacts,
contacts related to accounts,
and contacts related to
opportunities that are
owned by Sales Navigator users
that have CRM sync enabled,
because again, it's looking at
the connections of those
particular people.
We're not going to be able to write
synchronized things back for people
that own those records if we
don't have CRM Sync enables.
So this validation
between LinkedIn and
Dynamics 365 occurs every 24 hours.
So besides the option set field
being added to the contact entity,
it's also going to be visible
on the org chart on the account form.
There's four additional
new views that will
be added in total to Dynamics 365.
So there's going to be
two opportunity views.
One is called all
opportunities at risk contact
left and then there's my
opportunities at risk contact left.
Obviously, both of those are
just showing the
opportunities that are
related to a contact that
has that option set field,
the not a company field,
that has that set for
that particular value.
Then there's going to be two
additional contacts views.
All contacts not a company and
then my contacts not a company.
Then of course, on top of that,
you would be able to, for example,
create a flow that might even send
a notification or ports one
of those cards for the
sales assistant in there.
There's all different
ways to send out
notifications based on
that not a company field.
Then we also have
photo refresh and that's
exactly what it sounds like.
Photo refresh is really
updating the contact records in
Dynamics 365 with the most recent
profile picture from LinkedIn.
This is also a daily sync.
Obviously, those are for profiles
that are matched in the system.
What that means is, in Dynamics 365,
you might have a contact record
or an account record and
you match them with an
existing LinkedIn profile.
So when they're matched,
that's when we can start
updating those profile pictures.
Now, the matching that
I just talked about,
that's actually a part
also of data validation.
So you probably want to know like,
"Okay, well, how is it matched?"
I had a question from a customer
the other day and she was like,
"So if I hook up Sales Navigator
with my Dynamics 365 instance,
do I have to go through all
of my contacts and then
match them up with the
appropriate profile in LinkedIn?"
No, you don't have to do that.
Again, that's part of that
data validation auto-matching.
So the way that it works is,
you can see that on the screen,
for leads and contacts,
it's going to compare
the following fields in
LinkedIn Sales Navigator and
in your Dynamics 365 instance.
So first name and
last name, the title,
the company, country, and
then the phone number and
the e-mail addresses.
You can see on the slides that
this is currently on unmatched.
If I want to match
this contact record
with this record or profile,
I should say, in Sales Navigator,
I can just go ahead and click "Match"
and that's how I match
both of them up.
Then we're going to also see
what I talked about earlier,
the profile picture from LinkedIn now
being updated on that contact record.
Then obviously, we also
have the matching for
account records and these are
the fields that we're looking
at when we're matching those.
So company name, the entire address;
street, city, state, postal code,
country, website information, phone
industry, number of employees.
So you can see that
this is very important.
I think phone and website are very
important as well because
those are very unique type of
data that we can very quickly
link up to the data in LinkedIn.
Here are some other configuration
options that we're going to have.
We're going to be able to, again,
you need to have the right
licensing in place, of course.
Contact creation from Sales
Navigator to Dynamics 365.
So if you are looking at a LinkedIn
profile and you want to push
that data back to Dynamics
365 as a contact record,
yes, we can do that now.
That was actually one of the updates,
I should say, in the last quarter,
which I'm pretty excited about.
Then obviously, we're going to be
able to set up whether or not we
want to synchronize in-mail
messages and messages,
regular messages, sent out from
the user to prospects or leads,
if we want to track those.
Whether or not we want to use
TeamLinks and TeamLink allows
users to let them view and
surge their team's connections.
So anybody who is on their team,
now I can go in and I can look at
their connections and I can
view their connections.
Then lastly, we also have SmartLinks,
which allows users to share
files and documents and
then track that engagements when
somebody accesses that
SmartLink or that file.
I'm going to get into details on how
that really works a little bit
later in the presentation.
So the first thing I wanted
to show you guys was
really just showing you how to
setup or enable that LinkedIn
Sales Navigator instance
into my Dynamics 365.
So I didn't want to have
to do that in my instance
because it was already all set
up and then it messes stuff up.
So found this nice recording.
So I'm just going to go
ahead and play that.
You can see that
Connect to CRM button.
It's really, really easy to do that.
So the only thing you have
to do is just click that,
then you're going to pick
the correct CRM system.
In our case, obviously, Dynamics 365.
You're going to enter
your domain and it
will put it right here in the middle.
As you can see, that's
all I have to do,
nothing else, not the
complete URL, just a domain.
I'm going to click on
that button over there,
put in my login information,
e-mail address, password.
I'm going to click on "Sign in."
That is it. That is all
that you have to do.
So you can imagine how
easy it is for us to very
quickly connect Sales
Navigator to Dynamics 365.
Now let's talk about some of the
other items that we can set up.
So we just saw where
that LinkedIn integration was
taking place in Sales Navigator,
so now I want to show you
exactly where we can turn on
that LinkedIn Sales
Navigator from Dynamics 365.
So you just have to go here to
Settings and then
Business Management.
Then here you can see
LinkedIn Sales Navigator,
you can just go ahead
and click on that.
Of course, for me,
it's already enabled,
but you will set the slider to enable
Sales Navigator integration and
that's what's going to kick
off what I suggested earlier.
The solutions are going to be
installed and once that's done,
we can set up some of this
other stuff that you see,
my photo refresh, my recent
profile pictures from LinkedIn,
which is going to be
refreshed every 24 hours.
So if somebody updates
their profile picture,
that's going to download and
update my contact in Dynamics 365.
Then this is what we
talked about earlier.
If a contact actually changes
their organization and they're now
related to a different
organization in Dynamics 365,
it will show that in
Dynamics 365, again,
by either going to look at
those views that we mentioned
earlier or going to the org chart,
and I'm going to show you that
a little bit later as well.
So that's all we have to
do here in Dynamics 365.
Now, let's go back
to Sales Navigator.
So how you access that
is you just go here to
your LinkedIn profile and you
just click on "Sales Navigator."
Then here you have the admin section.
You can just scroll through here.
You can see some stuff
that you can do here.
You can sync your
licenses, invite users,
but if you go here to
this Edit Admin Settings,
this is where everything is.
So this is what we
just saw earlier on
that video that I just
clicked here on Connects CRM.
You put in your URL, your user
credentials, and that's it.
These are some of the other
settings that we have.
Do we want to auto-sync all
of our seat holders in CRM?
I would set this to yes.
We're going to talk about
this a little bit later,
what is going to be
pushed back and forth,
but we need this to be set to
yes for some other functionality
for that to be enabled.
Here are some other stuff as well,
at which stage does your sales team
consider an opportunity
to enter your pipeline?
I'm actually going to skip on
this and get back to this,
but this is some
additional things that,
again, we configure as well.
What do we want to
synchronize back to our CRM?
Do we want to allow content creation?
All of those different settings
are here under admin settings.
So keep that in mind as well.
Then if you want to go ahead
and if you go here
to account settings,
you will have some
additional information
in regards to your licenses.
Now, you saw earlier
that I actually had
it set to synchronize
all of my users,
but as you can see,
not necessarily all of my users are
matched in Dynamics
365 and therefore,
even though I turned it on there,
you don't necessarily have
to actually use that.
That particular setting though
is needed for some setup.
This is where you can,
as you can see here,
turn CRM sync off on
a per-user basis.
Now, again, the only
reason also that this is
not working for these
guys over here is
because I actually have
my Sales Navigator accounts
hooked up as a demo account,
so it's not matching those
two e-mail addresses.
Now let's talk a little bit about
the data that's actually going to be
synchronized from one
application to the other.
As we just saw, the synchronization
can be set up by directional.
Now let's talk about what is
actually being pushed over.
Let's start what we'd be synced from
Dynamics 365 to Sales Navigator
because there were a lot of
people that I talked to and
what they thought when LinkedIn
actually came out and said,
"Hey, we're going to have some
updates in this particular quarter,
and one of them is going to be
the ability to create
contexts from LinkedIn."
I had several people that told me,
"So does this mean that
anybody that I'm connected
to that it's going to push
that to Dynamics 365?"
No, that's not what that means,
and you probably don't
want that either.
I have I believe more than 3,000
connections and I definitely
don't want all of those to be
pushed in my Dynamics 365 instance.
Let's take a look at that.
Again, let's take a look here from
Dynamics 365 or from LinkedIn
Sales Navigator to Dynamics 365,
what that write-back is.
Accounts and leads are saved
for all open opportunities
whose stages is greater than
the stage chosen in the
CRM sync preferences.
You're going to go like,
"What are you talking about?"
I'm going to pull that
up again because I
figured that that's
what we would think.
That is what this means.
Where do you store the value
for a won opportunity?
That means that, and we can use this,
as you can see here to
estimate ROI performance,
but what happens here is that we
can synchronize that data
over to Dynamics 365.
Now and again, that's
only opportunities
that have accounts or
contacts related to
them because obviously
we're not going
to push opportunity data
in Sales Navigator,
it does not live there,
we want to keep that
living in Dynamics 365.
Again what this does is that
stage that I just showed you,
this really enables Sales
Navigator to automatically deliver
updates to users on those most
important people in companies.
Because again, those are the most
important people in
companies that are
related to opportunities that
these sales guys are working on.
Users will also see
a CRM button within
Sales Navigator and
those can be for CRM,
"Important records", and it could
also be with other matched records.
If I create a context in
Dynamics 365 by using that
Sales Navigator integration,
that would also have
that CRM button visible.
When you click that button,
that's actually going to open that
matching record in Dynamics 365.
Like I just said earlier,
let's just recap real quick.
It's going to show up for accounts
that have been saved from CRM,
accounts or leads or contacts,
but also accounts and leads and
contacts that are
matched in Dynamics 365.
Again, the synchronization runs as
whatever integration
user recap accounts
you signed in with when you
set up that connection.
Keep that in mind as well.
Now let's take a look
at the other side.
Users are going to have the
ability to send e-mails,
InMails I should say and InMails
is really because a lot of
people ask me what's
the difference between
an InMail and a regular message?
Well, an InMail is more of
an introduction e-mail,
you're sending a message to
somebody that you're not
connected to on LinkedIn,
and the message you can send
because those are again
messages that are being sent
to contacts in LinkedIn,
so you have a connection with them.
Through the integration, you can
perform those actions like sending
that InMail or that message
from LinkedIn Sales Navigator,
or directly from within Dynamics 365.
There's going to be a little checkbox
on that message window that says,
"Copy to CRM," and obviously
when you check that,
that will determine that activity
needing to be created
in Dynamics 365.
Keep in mind though that
currently when a LinkedIn contact
responds to that InMail message
or that regular message,
that's not going to
be tracked currently,
so you're not going to
see any activity records
on Dynamics 365 for that,
but this is on the road
map this is what I
was told by them, so
keep that in mind.
Now you're also going to be able to
create notes in Sales Navigator
and then you're going to have
the same copy to CRM slider,
which again allows the
system to synchronize
that data back over to Dynamics 365.
Now, keep in mind that notes that
are updated or created
in Dynamics 365,
are not going to synchronize
back to Sales Navigator.
That's just that one
time synchronization
from Sales Navigator to Dynamics 365.
Then also we have the ability to make
phone calls directly from the
Sales Navigator mobile app,
and this is very similar
to Dynamics 365.
When the call actually ends,
you're going to get a pop-up window,
and that's also going
to ask if you want
to save that phone call
record in Sales Navigator,
and then you're going to see
that same little
slider that allows you
to save that activity
back to Dynamics 365.
Now, you got to keep in mind
that the activity is only going
to be tracked against the
correct Dynamics 365 record,
if Sales Navigator was
actually able to find or
match that person that was
called in Dynamics 365.
Then what you see on here
as well is Smart Links.
I'm actually going to talk
about that in the next slide,
so let me just go ahead
and we just go there.
Smart Links, I'm not sure if anybody
heard of that yet, you probably have.
This actually replaced
the PointDrive functionality
in Sales Navigator,
and this was back in May,
so it hasn't been that long yet.
But what this does is,
it allows users to share content.
Think about files and documents,
maybe quotes and other
sales stuff that they can
basically put in this container
and then they can give
people a link to that container
and then they can access that.
Then when somebody is
actually accessing
those folders and those
files I should say in there,
then you're going to be able to
receive an e-mail notification,
but there's also going to be an
activity record in Dynamics 365
that is created obviously if there is
a matched contact for that
person who viewed it obviously,
and that activity is going to show up
as PointDrive presentation view,
that's what you will
see in dynamics 365.
Now, this is cool too,
because people who are
sharing the Smart Links,
you can actually do that outside
of Sales Navigator as well.
Because the only thing
you're going to have to
share with these folks
is just the link.
If you're on chat with them,
if you're going to be able to reach
out to your customers through
Microsoft Teams or whatever
other application,
or if you want to send them
the link through e-mail,
or maybe you want to send
them a regular text message,
you can do all of that.
Then again, still
we're going to be able
to get that notification that
basically shows us, "Hey,
so and so is currently viewing
your Smart Link presentation,"
and it's nice that it's very
easy to create that Smart Link.
If you were in Sales Navigator
and you're inside of a message,
either an InMail or
a regular message,
there is that link icon on there,
and I'm going to show you that
here on my next screenshot,
you can see that over here.
From there, I can directly
create that link,
I can upload my files there,
and I can just go ahead and
share that with my prospects,
which is very nice.
Now, keep in mind that Smart
Links are available for
both the team and the enterprise
licenses for Sales Navigator,
but you do need
an enterprise license if you
want that CRM write-back,
so keep that in mind.
LinkedIn Sales Navigator
as I said earlier,
now actually allows us to create
a contact record in Dynamics
365 from a LinkedIn profile.
I think this is huge,
there's no more copying,
no more pasting,
which we had to do before,
where this person work,
he uses e-mail address
all that stuff.
Now you can just go ahead and enable
this functionality and
then you can just very
quickly start pushing that data
from LinkedIn Sales Navigator
back to Dynamics 365.
Now, when you're enabling this,
you actually have the
ability as an admin to
require an e-mail address to be
mandatory in order to create
their concepts in Dynamics 365,
but obviously it's not optional.
Then lastly, there's the ability
to select the lead source value
that should be associated to contacts
created from Sales Navigator.
What this does is,
this is actually looking at
the lead source code field,
that's the system name,
so any values that you have
configured in that option stat,
that those values will show there.
Again, let me go back
there real quick,
let me see where that was,
I'm going to go a little bit down.
This is what that is,
select the lead source value
that should be associated to
contacts created from
Sales Navigator.
This is that value,
if I go here to my Dynamics instance,
and I'm going to go here to Contacts,
then we go to Fields,
and let me see if I can
find the schema name.
This is lead source code I believe.
Let's just see if I can find that,
lead source code, this guy
out of the box fields.
As you can see here,
I only have Sales Navigator
and other, and again,
I only have Sales
Navigator and other,
and it can render that
obviously because I have this
connected to my
Dynamics 365 instance.
That's what that is.
You might not be using that
other box lead source field,
but you could still use flow or
maybe a business rule to update
your own custom field
with that value,
so think about that as well.
This is what that looks like when
we are creating that contact
from Sales Navigator.
You're just going to have to open
that LinkedIn profile
in Sales Navigator,
and then you're going to
click on that ellipse,
as you can see here,
you're just going to go ahead and
click on that and then you get
that connect to or add
contact to CRM option.
When you click this button,
you'll see that in a second,
when I am going to demonstrate that.
There's actually going to be a
duplicate check in Dynamics 365,
was looking to see in your
database if you already have
a similar or maybe the same
Dynamics 365 contact in
your system already.
If a duplicate is found,
then you can just very simply match
those two records up together,
but if there's not a
duplicate in Dynamics 365,
then you can just go
ahead and start creating
that contact record by
completing some of the
fields in Sales Navigator.
Once you click that, "Add contact
to CRM", like I said earlier,
it's going to run
that duplicate check and if
it doesn't find anything,
you're going to be able to start
filling out the data in Dynamics 365.
You can see your up
top the account name,
that's just going to show you all of
the accounts that you have in
your Dynamics 365 database.
Once you select that,
then you can select an opportunity,
it will filter out the opportunity
related to the account
that you picked.
Then you could pick
a stakeholder role,
which means that now is
going to be added on
the opportunity as a
stakeholder as well.
Then you can see here in
the bottom it says you are
saved lead in Sales Navigator.
You can do that at the same
time obviously as well.
Besides these write-back capabilities
that we're just talking about
for the last couple of minutes,
I wanted to highlight
that we obviously
also have the ability to view
LinkedIn profiles directly from
within the context of
a Dynamics 365 record.
This is more of like think
about like an IFrame,
that's what that is.
We're going to have the
ability to use some of
the LinkedIn functionality
directly from Dynamics 365,
such as the ability to send
a message or an e-mail
directly to a contact without
having to navigate back to Sales
Navigator or the ability to send
an introduction request to
some of your connections.
Where you can see that you guys
are connected to the same person.
I just figured this showed you
when I'm on a particular record,
what is the data that I can
see on that LinkedIn widget?
On opportunities,
obviously there could
be a context and an
account related to that,
or just only in an account
or just a contact,
but we were going to
be able to configure
it so we can see both
of those profiles.
For accounts, obviously,
you're only going to
get the company profile,
leads and contacts we're going
to be able to show both of them.
Obviously, if that
contact field or if
that contact record
and/or lead record
has that company lookup obviously
populated there as well.
Enabling the integration,
like I said earlier,
is going to add
a tab to the forums that we're
going to have to unhide,
and that's of what you see
here, LinkedIn Sales Navigator.
But like we just stated,
we can also put like these widgets
on the form directly so that I
don't have to navigate back
to those different tabs.
You can do that, it's
very easy to do that.
It's actually control and
it's a field control,
and you can add them
to the lead entity,
the contacts, accounts, or
on an opportunity form.
I wanted to make sure that I was
showing you guys the right stuff,
so I tried to edit it
in the new editor,
but it didn't let me do that.
Currently you still have to edit
that in a classic form editor,
and what you do,
for example, for what
I did for the contacts
is I just dragged the last
name field on that form.
Then I went to controls,
and that's where you could see here
the field properties that I'm in.
Then you're going to be able to add
that control based on that field,
either the top one,
which shows you the LinkedIn
Sales Navigator account,
which is the company profile,
or just the member profile,
you can show that obviously
directly from there as well.
Again, I wanted to do
a second demo here where I'm going
to show you different things,
I'm going to show you how
to do that widget set up,
I'm going to show you
those LinkedIn tabs,
I'm going to show you
the functionality
of it from within Dynamics 365,
I'm going to show you
some of that data,
how that's going back and forth.
You can also see how quick that is.
I'm going to show you some messages
sending from Sales Navigator,
adding smart links and all
that good stuff as well.
Creating notes and creating
that contact record from
LinkedIn to Dynamics 365.
I'm going to show you the org chart
and the Sales Navigator mobile app.
This is really, this is
my favorite part because
slides are usually a
little bit boring to me,
so I'm going to dive right in.
Let's just go back
here to Dynamics 365,
and let me first show you
what that widget look like.
You already saw that
on that screen shot,
but I like live data.
Let me just go ahead and
give this a second here,
while this is loading,
here is that widget
I was talking about,
and that's what that looks like.
How do we configure that?
Well, I'm going here
to my solution file.
Like I said, unfortunately, you
have to use the "old interface."
I'm going to go to my form,
this is my regular contact form,
as you can see, I'll make
this a little bit bigger,
it is not like that.
Let's try that one more
time, there we go.
Here's my contact form.
All you have to do,
this is actually my widget,
but I'm just going to
recreate that from scratch.
I'm going to look for
my last name fields.
Where's my last? Here it is.
That a lead source, last name.
Here we go. Last name,
I'm going to double-click on that.
We probably don't want
to display the label,
because it's going
to hold that widget.
I'm going to go to controls,
I'm going to add that control,
and then if you scroll down,
this is what I was
talking about earlier.
Depending on what we want to show,
do we want to show
this person's account information
or his member profile.
Let's say his member profile,
I'm going to click "Add",
you going to make sure you
turn this on, obviously,
and then you can set
up some of these properties
as you can see here.
You can show the top card,
I can say yes or no
directly from within here.
Whether or not you want
to show icebreakers,
let's just go back here real quick.
What are icebreakers that
this particular tab,
do I want to show that or not?
There's some other stuff here too.
That's where you really set up all
of those different items here,
you have the properties here.
This is where you can do that.
I'm just going to get out of there,
I already have that.
That's how you do that.
Then I also wanted to show
you this particular tab,
the LinkedIn Sales Navigator.
When you open this,
this is going to show checked,
visible by default and
available on phone,
this means that people can't see it.
You going to make sure to go
back in here and uncheck those,
and then you can just
go ahead and save that.
If you wanted to take a look at that,
again, let me just go
back here to this page.
You can see here I have
my LinkedIn member profile
as soon as this loads,
and then I have my
LinkedIn account profile,
so that's looking at
that account form.
Then I have my LinkedIn e-mail.
This is configured exactly
the same way as this guy,
the only thing that it does,
is it has everything.
You can see here, there's
the last name field,
same on, but if I click on that,
it has everything set to no.
It's only showing us those e-mails,
so that's how that's configured.
Let's take a look at
what exactly it does.
When I just click on this,
you can see here that right now
I have here my LinkedIn profile,
my account profile, and my messages.
From here as you can see here,
I can say this is not
the right person,
we matched them, but that was wrong.
Then you can just search
for somebody else,
and once you find the right person,
you can just go ahead
and click "Match".
I can go back here,
I can search for him, title,
past companies, I can hit "Search".
He's the only one that comes
up and then I can match that.
But again, we already
know that this does
some of that automatically as well,
based on those fields that
we mentioned earlier.
Icebreakers is what do
I as a logged in user,
what do I have in common with them?
What can I talk to them about as
an icebreaker? Well, guess what?
We have five connections
that we have in common.
We both worked at RSM and we
are in three mutual groups.
That's what icebreakers is really
giving you the opportunity
to talk to these guys
because you have
certain things in common obviously.
Then if I click on "More",
you can also ask for an introduction.
Again, this really shows us again,
all of these guys that
you are connected to,
but that is, Angel is
also connected to them.
What I can do now is I can very
quickly ask for an introduction.
I can just go ahead and
click on "Rachel's".
Then I can start,
I can just click here,
ask for introduction,
and that will load
that message window,
and now I can just go
ahead and ask if Rachel
could please introduce me to Angel.
I think this is a
really big, big deal,
because a lot of times you don't
know who knows who,
at what organization.
This is why I think this is one of
the biggest strengths that
LinkedIn Sales Navigator has.
Again, being able to use
your relationship, again,
allowing to use your network
to get introduced and
get that communication through to
that particular person is
obviously worth a lot.
If you take a look at some of
the data that's out there.
If you're doing just a cold e-mail
or a cold call to
somebody that you've
never met before versus allowing
somebody that you both know,
to do that introduction can be
very, very valuable obviously.
Oops
Let's go back here and
see what else we have,
and then we also have related leads.
This is really anybody
related to Angel that could
also be a lead that you
might want to interact with,
that's basically what this
means right over here.
It says here, "We couldn't find
anybody that matches
your sales preferences."
Then obviously your sales preferences
is something that you
set up in LinkedIn and
then it's going to take
a look at that and
then it's going to give
you some suggestions.
That's a LinkedIn member profile.
Now let's take a look at the
LinkedIn account profile,
and what that does is again,
it just looks at whatever
we have populated
here in this account record.
Now, I've just changed
it because I wanted to
get that notification to say,
"Hey, this guy is no longer
with this particular company".
That's why you see that this
is not matched right now,
but I can do the same thing here,
I can say this is not
the right account,
I need to unmatch it from RSM
and I need to rematch it.
But again, I wanted you guys to
see what it looks like
if the system shows,
"Hey, this person is
not at that company."
This is that flag that I
was just talking about.
That not a company flag,
so I'll show you that in a
second what that looks like.
Here again, very similar,
we're going to be able to see all of
our connections as the login user.
So I can see all of my
first-degree connections,
my team link connections,
that's again, my team members.
I have access to their
connections as well
and then my second-degree
connections as well.
Then there is some again,
recommended leads that
we saw earlier and
if there's any news out there again,
so you can use that in a
conversation with them like,
"Hey, so I heard that RSM,
the national partners in health
care is expanding right now in
Vegas" and very quickly get that
conversation started with them.
Then this is allowing us to
interact with Sales Navigator,
such as being able to send in-mail
messages and regular messages and
the way it works is that
I'm just going to say,
"Hey, how are you doing?
I hope all is well."
If I scroll down a little bit,
this is where if I
wanted to be copying this
message back to Dynamics 365,
I can do that from here,
so I'm just going to go
ahead and send that.
That's now sending
that through LinkedIn,
and then if I go back
here to my timeline,
I'm just going to
refresh that real quick.
Here we go, "Hey, how are you
doing? I hope all is well."
You can see that that is
really, really quick,
it's almost instant,
so that's very nice.
Now, the other thing that
I wanted to show you is,
let me just go back here now into
Sales Navigator and
I'm just going to go
Home here because I don't need to
be in the admin settings anymore
because we're done with that.
Oops! Let me actually do this
it's a little bit quicker.
Now let's take a look
in Sales Navigator.
What you can do here
is obviously very
similar to what we just
saw in Dynamics 365.
I can click on there,
you can see here he's saved.
Here's that CRM button that we have,
when I click on that,
it will open up the contact
record in my Dynamics 365.
But I can also modify
the contact in CRM,
I can add a note,
and this is what we
talked about earlier.
We can configure this so that when I
create a note in Sales Navigator,
it's going to synchronize
back to Dynamics 365.
Here is another note
from Sales Navigator.
Now, this is confusing maybe
a little bit for some people,
I got some questions on it.
This they said, Is this in Dynamics?
Make this note private or public?
No, that's in Sales Navigator
and that has to do with
people in your team and
regarding sharing that or not.
This has nothing to do with CE,
this is just copying this to CRM.
I'm going to say done, it's
saving it. Let's go back here.
Let's take a look how quick that
was, should be pretty quick.
There we go, that's how quick that
is and it's pretty immediate.
Like I said, most of this
syncing is about 24 hours.
This is pretty, pretty quick.
Then I wanted to show
you guys something else.
All filters.
If I click on here, oops!
I'm going to go to Lead Filters.
We said earlier that some of
these lead records are going to be
synchronized back to Sales Navigator.
Well, which ones?
I have so many. Guess what?
You can go here into your Filters,
I'm going to do this again,
All Filters, Lead Filters.
You can do this with
accounts probably as well.
Then I'm going to say
show only leads in CRM.
I'm going to go search.
These are my leads that
I have in my CRM system,
so that's how you can do
that very, very quickly.
Let's again, now go
back here to Angel
and not his name probably.
But what I wanted to
show you as well is
basically when you are creating,
let me just go back here to my, oops!
Let me just go back here.
[inaudible] my demo account,
here he is.
I wanted to show you that we can
obviously also message
from within here,
but this is where we can now start
creating those smart links
and then we can send those.
Maybe seconds quote,
we can send these to our
customers and our prospects.
Let's see if I have something
that's really [inaudible] color,
it's really tiny, it's uploading
that content right now.
Then I can just go ahead
and insert that link
directly here within that message.
What happens then is that
as soon as I get a view,
seeing that he's actually
reviewing that data,
as you can see here,
you're going to be able
to get that directly,
that e-mail message
and on top of that,
it's not liking that.
On top of that, you're
actually also going to be
able to see that he actually,
that's this particular guy,
that he actually viewed
that particular smart
link in, there we go.
You can see that here,
PointDrive presentation viewed.
That's what that is.
Now, if I go back here
into Smart Links,
and this is more, yes,
this is more Dynamics or less
Dynamics and this is more
LinkedIn Sales Navigator.
But I do think this is important.
That you can actually go
back here and take a look at
who was looking at this and how
long were they looking at this.
One more thing I wanted to
show you guys real quick
is if we have a particular
person that left,
Angel actually belongs to
this A Datum Corporation,
so I wanted to show you guys this.
I'm going to click on
my Open Org Chart.
Besides, obviously, the views that I
talked about that were added
to the system automatically,
this is of course very pretty.
Look at that, that big red
dot allows me to see that
I need to take a look at his record
because there's
something wrong and then
if I double-click on that,
you can see here that
now Dynamics 365 wants
me to verify that this contact
is still with his org.
Then what I can do here is
I can update that contact
by selecting a different account
and then just saving their data.
Lastly, I really wanted to also
show you a little bit about
the prices and the licensing.
I am not a licensing expert,
but I wanted to share this
with you guys so you have
a little bit of an idea of
what is currently available.
If you want to purchase
the Microsoft Relationship
Sales solutions,
you have to keep in mind that
your organization needs to have
a Microsoft Enterprise Agreement
in order to purchase that.
Also keep in mind that for
the enterprise licenses,
there is a 10-seat minimum,
so you can't just go ahead and say,
"Oh, I just want one."
You have to make sure that you
do a minimum of those 10 seats.
Now, the next question is
probably going to be, well,
what if I don't have the
Microsoft Enterprise Agreement?
Can I still take advantage of that?
Absolutely. You're going
to be able to just
purchase LinkedIn separately as well.
This is really that standalone,
and you can see I also put
the link on there as well,
the business.linkedin.com/sales-solutions/compare-plans
where you
can take a look at that.
Enterprise doesn't
have a price on there,
but that's 1,600 annually per
user and again, enterprise.
We're going to have that 10-seat
minimum for enterprise and the
professional and the Teams do
not have that 10-seat minimum,
so keep that in mind as well.
This is again, showing
you-all of those features,
so professional has 20
in-mail messages per month,
so many saved leads.
Again, the 1,500 saved leads is
in LinkedIn Sales Navigator.
This is showing you-all of
the differences between all those
different plans that we have.
Again, take a look
at business.linkedin.com/sales-solutions
where you
can compare some of those
plans with each other as well.
If you want more information, again,
I wrote three articles on this topic,
I did some videos on it as well.
Be sure to check out my website,
D365Goddess.com, there's a
lot of information out there.
Feel free to connect
with me or e-mail me,
all of my information is visible
here and I wanted to
stop you for a second.
I have three minutes left,
but I wanted to see if there
were any questions from anybody.
Is the information
synced in real-time?
It is once a day depending
on what you're looking at.
You saw earlier that all of
those activities that I talked
about earlier, that's pretty direct.
When somebody views one of
those smart links,
that's really direct.
When I'm creating a new
note, that's really direct.
When I'm creating any of
those activities that's
really immediately.
But some of that other
synchronization where it's
matching the records together
and that type of stuff,
the pictures of the contacts
and they're not a company flag,
that's the 24-hour sync for
that, so good question.
I think that was all
the questions I had.
Thank you guys so
much for staying here
with me on this call and I hope
everybody has a great day.
