Training

This 1 day workshop will help Partners more effectively sell MS Dynamics CRM solutions.

Designed for sales and pre-sales personnel, this course will review who spends money on CRM and why, how Microsoft CRM is positioned in the market place and review evidence of customers who have bought the solution and the outcomes they have achieved. Participants will learn how to target specific audiences, address customer pains and how to sell CRM, as well as how to position Microsoft CRM against competitive CRM solutions.

The course has a strong practical component, with individual and group exercises.

Participants will gain an understanding of, and be able to recognize the key business issues that clients face which can be removed through the implementation of a CRM solution.

After completing this course, students will be able to:

• Understand what customer relationship management is.
• Learn customers’ main pains and needs.
• Understand the CRM market and where Microsoft Dynamics® CRM business software fits into it.
• Learn the Microsoft Dynamics CRM pricing and licensing.
• Understand the functionality of Microsoft Dynamics CRM.
• Understand the xRM concept and S+S opportunity.
• Learn how to engage with Microsoft.

This workshop is designed for sales and pre-sale personnel

Before attending this course, students must have followed the course on the "Microsoft Solution Selling Process".

Key subject areas covered during the one-day workshop include:

• CRM Fundamentals
• Target Audience for CRM & Customer Pains
• Market Analysis
• Positioning Microsoft Dynamics CRM
• Customer Evidence
• Pricing and Licensing
• Understanding xRM
• Understanding Software Plus Services