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Industry SolutionsFind the right solution for your businessTurn Customer Conversations into a More Predictable Revenue Pipeline
A CRM should do more than store names, numbers and opportunities. It should tell the sales team who to engage, what to do next, which deals need attention and where the revenue risk sits. Urewa Technologies designs Dynamics 365 Sales around the way your team actually sells — not around a generic CRM template.
CRM designed alongside the orders, projects, delivery and invoicing that follow a won deal — because sales should not end at “closed won”.
The organisation focuses on collecting data instead of improving sales execution. Sellers are asked to enter every conversation, task, detail, update, meeting, probability and close date — and get little back.
Answer those three and you get a CRM people are actually willing to use. Everything else is configuration.
Eight stages, narrowing as commitment grows. Select any stage to see what it should actually mean.
Identify potential customers. Capture, research and organise enquiries from the website, email, referrals, campaigns and sellers before anyone commits effort to them.
Rather than asking “is this lead qualified?”, define what qualification actually means — then put that definition inside the CRM.
Does the customer match your target profile?
Is there a genuine business problem?
Is the opportunity commercially meaningful?
Are we connected to the right decision makers?
Is there an active buying window?
Is the prospect responding and progressing?
What other options are being considered?
Has the buyer agreed a meaningful next step?
Every meaningful opportunity should answer six questions. Scored together, they say more than a probability field ever will.
What business problem exists?
What creates urgency?
What is our competitive advantage?
Commercial and business decision makers identified?
Price, competition, budget, procurement, approval?
Every opportunity needs a meaningful next step.
High value does not mean high probability. A smaller deal with confirmed requirement, budget, decision-maker access and a agreed next step will usually beat a larger one without them. CRM should help sellers prioritise, not merely organise.
Forecasting should not be a monthly negotiation between sellers and management.
| Stage | Opportunity value | Probability | Weighted value |
|---|---|---|---|
| Qualification | ₹50 Lakh | 20% | ₹10 Lakh |
| Discovery | ₹40 Lakh | 40% | ₹16 Lakh |
| Proposal | ₹30 Lakh | 60% | ₹18 Lakh |
| Negotiation | ₹20 Lakh | 80% | ₹16 Lakh |
| Total | ₹1.40 Crore | — | ₹60 Lakh |
The purpose is not to produce another number. It is to answer one question: is the pipeline sufficient to hit the target?
Instead of asking sellers to explain every opportunity in a weekly meeting, management reviews the exceptions. That makes sales meetings considerably shorter and more useful.
Copilot and AI agents can research, qualify and prioritise leads, give sellers customer context and help progress opportunities — lead research and summaries, recent-change digests, meeting preparation, account research, email assistance, suggested actions and pipeline insights.
Don’t add AI to a bad sales process. Before introducing it we check whether the process is defined, the data is reliable, the stages are meaningful, qualification criteria are agreed, sellers record the right information, next actions are captured and management trusts the pipeline. AI improves a good process. It cannot compensate for one nobody follows.
Capture only information that creates value for someone.
Never ask a seller to update something the system can derive.
The seller should see immediately what needs attention.
A rep, a manager and an administrator should not see the same screen.
If leaders keep asking for Excel, sellers stop trusting CRM too.
Many organisations create a process break at exactly the wrong moment — the deal is won, then somebody re-keys the customer, products, price, contract and delivery requirements into another system.
A won opportunity should become an executable business transaction without anyone re-entering the same commercial information. Lead → opportunity → quote → order or project → delivery → invoice → customer growth. This is where our combined experience across Finance, Supply Chain Management, Business Central and Project Operations matters most.
Pipeline ÷ target
Won ÷ closed opportunities
Qualified leads ÷ total leads
Revenue ÷ won deals
Days from qualification to close
Forecast vs actual
Days an opportunity stays open
Why opportunities actually failed
ProblemWebsite, email, referrals and sellers all generate leads, but there is no consistent qualification or follow-up.
ApproachLead capture, assignment, qualification, follow-up and conversion with defined ownership and ageing controls.
BenefitFewer forgotten leads and honest pipeline visibility.
ProblemEvery seller interprets probability, stage and close date differently.
ApproachStage entry and exit criteria, probability rules, required information, next-action expectations and forecast categories.
BenefitA forecast that survives contact with reality.
ProblemToo many fields, too much manual entry, too little in return.
ApproachSimplify forms, remove unused fields, automate what can be derived and bring CRM into Outlook and Teams.
BenefitLower friction and adoption that holds after go-live.
ProblemSales wins the deal, then operations re-keys the customer, products, commercials and order.
ApproachDesign the lead-to-order or lead-to-project integration into Business Central, Finance, Supply Chain or Project Operations.
BenefitA won opportunity becomes an executable transaction.
ProblemA ₹5 lakh opportunity and a ₹5 crore opportunity follow the same process.
ApproachRisk-based governance: opportunity strategy, decision makers, competitor position, solution and management review on major deals.
BenefitManagement attention where it actually matters.
Microsoft's CRM and sales-force automation application for managing leads, accounts, contacts, opportunities, customer activities, forecasting and broader sales processes — increasingly combined with Copilot, AI and sales agents.
Yes. It is Microsoft's sales-focused CRM application, managing customer relationships and sales processes while integrating with the wider Microsoft business application, productivity, analytics and AI ecosystem.
Dynamics CRM was the earlier product family name. Those capabilities now live in separate Dynamics 365 applications — Sales, Customer Service, Field Service, Customer Insights and Contact Center. Many buyers still search using the older term.
Yes. Copilot and AI capabilities run across Dynamics 365 Sales, and Microsoft is expanding agentic capabilities for lead and opportunity management. Availability depends on licence, configuration and associated Microsoft services.
It helps sellers work with CRM information in natural language and assists with lead and opportunity summaries, recent changes, meeting preparation and account information — so a seller can prepare without searching five systems.
Yes, with eligible LinkedIn Sales Navigator licences. The integration surfaces prospect and company information, mutual connections and relationship insights against accounts, contacts, leads and opportunities, with CRM Sync and activity writeback in applicable configurations.
Yes to both. Dynamics 365 Sales supports Microsoft 365 interoperability including Outlook-related CRM experiences, and Teams collaboration with conversation intelligence in applicable licensing scenarios.
Yes. A solution can be designed so commercial information flows from CRM into operational and financial processes after the sale — lead to order, or lead to project — rather than being re-entered by hand.
Yes. Predictive lead and opportunity scoring and forecasting capabilities are available within applicable licensing and configuration, including predictive forecasting features.
Particularly so. Account, contact, opportunity, stakeholder, sales-process and relationship-management capabilities suit organisations with structured, multi-stakeholder sales cycles.
Yes. The approach depends on the source CRM, data quality, history, activities, attachments, custom objects, integrations and processes. We recommend migrating valuable customer information rather than recreating every historical field and customisation.
Microsoft currently offers Sales Professional, Sales Enterprise, Sales Premium and Microsoft Relationship Sales, which combines eligible Sales functionality with LinkedIn Sales Navigator. Capabilities and pricing change periodically and should be verified before budgeting.
It depends on users, sales processes, countries, data migration, integrations, automation, reporting, customisation, AI requirements and adoption effort. A realistic timeline should come out of discovery, not out of a template.
Yes. Consulting, implementation, customisation, Power Platform development, integration, CRM health checks, optimisation, support and managed services.
When the customer relationship continues through installation, maintenance and onsite support.
Explore Field Service →Won deal to deliveryWhere a won opportunity becomes a project with resources, time, expenses and billing.
Explore Project Operations →Transactional sellingHigh-volume selling across stores, e-commerce and B2B, alongside relationship selling in CRM.
Explore Commerce →Need an implementation partner? Explore our Dynamics 365 implementation services. Connecting CRM to ERP, portals and marketing platforms is covered in our ERP integration guide, and new to the platform? Start with What Is Microsoft Dynamics 365? Microsoft documents Sales itself on Microsoft Learn.
Unstructured leads, missed follow-ups, poor adoption, inaccurate forecasting, stalled opportunities, disconnected customer data and a CRM that does not talk to your ERP — we design a Dynamics 365 Sales platform around how your organisation actually sells, then connect it to what happens after the deal is won.
Or email us directly: info@urewa.com
