An interactive two-day workshop outlining a proven process and associated methodologies and techniques for successfully identifying and converting sales opportunities in relation to CRM systems, ERP systems and associated services.

Partners who have attended other Solutions Based Selling courses will recognise the methodology, but all examples are relevant to the Dynamics space and additional content has been added specifically for Dynamics Partners.

Designed for experienced and new sales staff, this course focuses on how to identify business opportunities before the prospect even realises that the opportunity exists – improving your ability to control the sale and minimise competition. It examines the early stages of the sales process, including research, prospecting, issue identification and structuring customer meetings for a successful outcome.

Issues specific to Microsoft Dynamics Partners are covered, including leverage the competitive advantage provided by the Microsoft stack, understanding the timing and triggers associated with CRM and ERP opportunities, and how to successfully position Microsoft Dynamics solutions against competitive offerings.

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

Participants emerge significantly better equipped to identify “fresh” opportunities for Dynamics solutions and services, and will understand and have practicesd specific techniques into converting these opportunities.

This workshop is designed for business development resources including sales, pre-sales, sales management, marketing and general management.

There are no mandatory prerequisites for this session. Direct experience in the sales process is useful.

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

• A new philosophy of selling – identifying and solving customers' problems
• Weaknesses in the Microsoft Partner community’s current sales approach
• Demand generation processes, and mapping these to customer triggers related to CRM and ERP sales
• Understanding industry and role specific pain points that could lead to Dynamics opportunities
• Buyer behavior and drivers
• Prospecting for new sales leadsleads – cold calling, direct mail, events, professional services specific techniques
• Preparing for sales calls on new and prospective customers
• Structuring sales calls and meetings to identify customer pain points, and to build a vision of the capabilities a Microsoft Dynamics solution could provide
• Positioning the unique Microsoft Dynamics value propositions
• Leveraging the unique advantage provided by the Microsoft Platform
• Countering objections in general, but also those relating to solutions that compete with the Microsoft Dynamics suite
• Obtaining customer commitment
• Writing compelling customer case studies
• Developing business cases, and using these in the sales process
• Optimum strategies relating to submitting a tender

Course elements are designed to link into the Microsoft Solutions Sales Process (MSSP).

 To ensure even greater value for Microsoft Partners, this program can be paid for using the Microsoft Partner Readiness Special Offer