Microsoft Dynamics 365 Customer Experience Analyst : Connect sequences to records

What are Sequences in Dynamics 365 Sales?

A sequence is a guided selling feature in the Sales Accelerator. It defines a series of steps (emails, phone calls, LinkedIn connection requests, tasks, etc.) that sales reps should follow when engaging with a lead or opportunity.

Think of it as a playbook that ensures consistency, best practices, and timely follow-ups.

What does “Connect sequences to records” mean?

Connecting a sequence to records means assigning a pre-defined sales sequence (playbook) to specific records (like Leads, Opportunities, Contacts, or Accounts).

This helps sellers:

• Work through the right activities in the right order.
• Automate reminders for follow-ups.
• Keep engagement consistent across the sales team.
• Focus on high-priority records without missing touchpoints.

How to Connect Sequences to Records

Prerequisites

• Sales Accelerator must be enabled.
• You need appropriate security roles (like Sales Manager or Salesperson with sequence permissions).
• The record type (e.g., Lead, Opportunity) must be configured for Sales Accelerator.

Create/Choose a Sequence

• Go to App Settings → Sequences.
• Create a new sequence or open an existing one.
• Define the steps (emails, phone calls, LinkedIn messages, tasks, wait times).

Activate the Sequence

• Only active sequences can be connected to records.

Connect to Records

• Go to Sales Hub → Sales Accelerator → Work list.
• Select the record(s) (Lead/Opportunity).
• From the command bar, choose Connect sequence.
• Pick the sequence you want to apply.

Once connected, the system automatically schedules the activities in the seller’s work list based on the sequence.

Execution

• Sellers see the next best activity in their Sales Accelerator work list.
• When they complete one step, the sequence moves them to the next.
• Some steps can be automated (e.g., auto-send an email), others require manual action.

Example

A Lead nurturing sequence could include:

• Day 1 → Send introduction email
• Day 3 → Follow-up phone call
• Day 7 → Send LinkedIn connection request
• Day 14 → Send case study email
• Day 21 → Close or qualify the lead

When you connect this sequence to a new Lead record, the system automatically creates and schedules these steps in the seller’s work list.

Business Benefits

• Consistency → Every seller follows the same winning process.
• Productivity → Less time spent deciding “what’s next.”
• Engagement → Customers get timely, structured outreach.
• Analytics → Managers can measure which sequences convert best.

In short, connecting sequences to records in Dynamics 365 Sales ensures that every lead or opportunity goes through a structured, guided engagement path — improving conversion rates and seller efficiency.