New Sales Reality: Accelerate Revenue and Seller Productivity in the Flow of Work

Title: New Sales Reality: Accelerate Revenue and Seller Productivity in the Flow of Work

Speaker: Mike Morton, Vice President, Dynamics 365 Business Central and SMB, Microsoft

Key Takeaways

• AI is moving sales productivity into the flow of work: Rather than requiring sellers to stop what they are doing and search across systems for information, Agentic CRM can proactively surface relevant customer insights within the seller’s existing workflow.
• Meeting preparation and follow-up are key areas for AI-driven productivity: AI can pull together relevant emails, documents, CRM information, and other context before a meeting, then use meeting data afterward to identify insights, action items, and priorities.
• The opportunity goes beyond simple task automation: The broader shift toward agentic CRM is about having AI work across business data and systems to help sellers spend less time gathering information and more time on customer-facing activities.
• Better access to customer context can improve the quality and consistency of sales interactions: By bringing together information that is often fragmented across CRM, email, meetings, and other Microsoft tools, AI can give sellers a more complete picture of the customer at the point when they need it.
• For partners, sales AI represents an opportunity to connect technology directly to measurable productivity and revenue outcomes: The session’s focus on accelerating revenue and seller productivity reflects a broader shift in the Microsoft ecosystem toward workflow-specific AI that is embedded directly into business processes rather than positioned as a standalone tool.