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.

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