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Event Details
How To Sell CRM 2011 Solutions
Sales and Pre-sale personnel can learn the most effective approach to identifying and winning CRM 2011 sales opportunities
| Course description |
This 1 day workshop will help Partners more effectively sell MS Dynamics CRM 2011 solutions.
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| Subject overview |
This course covers the key topics needed to be successful in sales and presales, such as the Microsoft Dynamics CRM strategy, the main customer ´pain´ points, minimized by a Microsoft Dynamics solution, and the customer buying process.
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This course will start out with identifying relevant business points of pain for prospective Microsoft Dynamics CRM customers and participants will be required to analyze the prospect’s business drivers and implications for a CRM solution.
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Participants will then review the Microsoft Solution Selling Process (MSSP) and discuss the differences in applying MSSP for each of on-premise, partner hosted and Microsoft Dynamics CRM Online solution opportunities.
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A summary of Microsoft Dynamics CRM 2011, Microsoft Dynamics CRM Online and xRM will be discussed with respect to the value proposition for each solution and market positioning. The target industry verticals will be introduced and market differentiators discussed.
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Participants will then gain an understanding of the market potential supported by third party research. Key points to sell against the major competitors will be shared.
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Differing sales strategies will need to be employed depending on whether the solution is deployed on-premise or in the cloud. These options and when to use them will be discussed and practiced.
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Licensing options will be presented and the course will conclude with an open discussion on the changes in participants’ sales approaches and practices based on their attendance.
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| Objectives |
This 8-hour instructor-led course lays the foundations you need to understand the typical customer pains in an Microsoft Dynamics CRM sales opportunity so that you can position the value of Microsoft Dynamics CRM 2011 solutions:
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You will learn about Microsoft’s three go-to-market strategies and how to identify the correct prospect for each scenario.
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You will learn the main customer “pain points” and how Microsoft Dynamics CRM can minimize them.
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You will learn the activities and goals of the customer buying process and how they align with the phases of the sales process.
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You will understand when and how to position Microsoft Dynamics CRM Online and On-premises and benefits of both.
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You will understand the role of partners and what type of partners should be engaged and when throughout the sales process.
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You will get an overview of licensing terms and conditions for Microsoft Dynamics CRM solution.
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You will get an introduction to competitive training.
These objectives will be achieved by engaging the learners in discussions and performing a case study and different role plays.
|
| Target audience |
This workshop is designed for sales and pre-sale personnel. |
| Prerequisites |
Before attending this course, students must have followed the course on the "Microsoft Solution Selling Process".
|
| Expected business outcomes |
This course is important for all partner types. It is a must for people new to a sales or presales role; it provides a good foundation for the end-to-end selling process of Microsoft Dynamics CRM solutions. After this course the participants should also be more focused on helping / giving assistance to their customers during the buying process.
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| Learning objectives |
After completing this course, you will be able to:
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State the three go-to-market Microsoft Dynamics CRM strategies.
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Select the correct go-to-market strategy for your customer.
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Explain the main customer “pain points” and how Microsoft Dynamics CRM can minimize them.
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Identify the activities and goals of the customer buying processes and how it aligns with sales process.
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Explain when and how to position Microsoft Dynamics CRM Online and On-premises.
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Describe the benefits of Microsoft Dynamics CRM Online and On-premises.
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Describe the role of partners, what type of partners should be engaged, and when they should be engaged throughout the sales process.
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Explain licensing terms and conditions for all Microsoft Dynamics CRM products.
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Describe the competitive positioning.
|
Please note: PayPal in Australia only accepts MasterCard or Visa payments, unfortunately Amex will not be accepted at this stage
When & Where
Microsoft Melbourne
Victoria Room, Level 5
4 Freshwater Place, Southbank
Melbourne
Australia
Thursday, February 17, 2011 from 8:30 AM to 5:00 PM (GMT+1000)
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Hosted By
Partner Development Centre
