Module 2: From Lead to Opportunity

Practice Lab 2 – Manage customers

Scenario

World Wide Importers (WWI) is looking to formalize their sales process and address the backlog of untouched leads imported by the marketing team from trade shows and campaigns. You are a sales analyst for the Dynamics 365 for Sales implementation at World Wide Importers and have been asked to assess and update lead records so the executive team can work from an accurate pipeline report in the upcoming leadership meeting. In this lab, you will update lead records and qualify, disqualify and reactivate leads records.

Important Note: This lab will provide you with an actual Office 365 tenant and licenses for the Power platform applications you will be using in this course. You will only be provided with one tenant for the practice labs in this course. The settings and actions you take within this tenant do not roll-back or reset. Whereas the virtual machine you are provided with does reset each time you close the lab session. What’s more, Office 365 is evolving all the time. The instructions in this document may be different from what you experience in your actual Office 365 tenant. It is also possible to experience a delay of several minutes before the virtual machine has network connectivity to begin the labs.

Exercise 1 - Acquire Tenant Information and Connect

Note: If you have already completed a practice recently, the virtual machine might pickup where you left off and you will not need to login again.  In that case you can skip ahead to exercise two and resume.

Task 1 – Connect to the Power platform administration portal

  1. On Virtual machine MB200-Dynamics_Lab, sign in as Admin with the password Pa55w.rd if you are not already logged in.

  2. Outside the VM in the online lab interface click Files and choose D365 Credentials. This will allocate an Office 365 tenant for you to use in these labs.  It will display the admin email and password for your tenant.  You should copy this information to notepad or similar for your reference.

  3. In MB200-Dynamics_Lab launch Microsoft Edge from the taskbar. By default, the browser opens Office 365. Use the O365 credentials you just acquired in the previous step to login.

  4. Navigate in the browser to the Power platform admin portal at https://admin.Powerplatform.microsoft.com

Exercise 2 – Manage Customers

Task 1 – Creating Leads

In this task, you will create three leads, one without company information and two with company information.

  1. Go to your Dynamics 365 Sales Application.

  2. Click Switch to Another App button and select Sales Hub.

  3. Click on the Site Map button and select Leads.

  4. Click + New.

  5. Enter Lead Without Company for Title, Jane for First Name, Doe for Last Name, and click Save.

  6. Click + New again.

  7. Enter Lead with Company for Title, Jon for First Name, Doe for Last Name, Doe Inc. for Company, and click Save.

  8. Click + New one more time.

  9. Enter Another Lead for Title, Jack for First Name, Smith for Last Name, Test Inc. for Company, and click Save.

Exercise 3 – Lead Qualifications

In this exercise, you will qualify/disqualify leads and see what records will be created when a lead goes through the qualification process.

Task 1 – Qualify Lead Without Company Information

  1. Go to your Sales Hub, application.

  2. Click on the Site Map button and select Leads.

  3. Locate Lead Without Company and open it.

  4. Click Qualify.

  5. The lead will be Qualified, and you will be taken to a new Opportunity record created from the qualified Lead.

  6. Locate the Contact field, you find that Jane Doe is now a Contact record.

  7. Locate the Account field, the Company field will be empty.

Task 2 – Qualify Lead with Company

  1. Go to your Sales Hub, application.

  2. Click on the Site Map button and select Leads.

  3. Locate Lead with Company and open it.

  4. Click Qualify.

  5. The lead will be Qualified, and you will be taken to a new Opportunity record created from the qualified Lead.

  6. Locate the Contact field, you find that Jon Doe is now a Contact record.

  7. Locate the Account field, you will find that Doe Inc. is now an Account record.

Task 3 – Disqualify Lead

  1. Go to your Sales Hub, application.

  2. Click on the Site Map button and select Leads.

  3. Locate Another Lead and open it.

  4. Click Disqualify and select No Longer Interested.

  5. The Lead will be Disqualified, the status will change to No Longer Interested, and the record will become Read Only.

Task 4 – Reactivate Lead

  1. Go to your Sales Hub, application.

  2. Click on the Site Map button and select Leads.

  3. The Lead you disqualified is no longer in the Open Leads view. Change the View to Closed Leads.

  4. Locate Another Lead and open it.

  5. Click Reactivate Lead.

  6. The Lead will be reactivated, the status will change to New, and the record will become editable.