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No CRM Skills Required

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Many IT Managed Services partners are being approached to sell and service a CRM solution. See why that you may want to think twice about taking that path

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No CRM Skills Required

  1. 1. 1 SFDFFFSDF SELL & SUPPOT DYNAMCIS 365/CRM NO CRM SKILLS REQUIRED SERIOUSLY?!
  2. 2. 2 • No CRM Skills Required • You don’t have to know Dynamics 365/CRM • Your customer can use Microsoft’s turn-key deployment • Your customer can use Microsoft support Woah… Let’s discuss what it means to sell and support CRM YOU MAY BE SEEING MESSAGES LIKE
  3. 3. 3 Is your team prepared and have the skill set to discuss with your most valuable client …
  4. 4. 4 HOW TECHNOLOGY HAS CHANGED THEIR CUSTOMERS BUYING HABITS? of B2B buyers conduct more than half of their research online before talking to a sales person people are involved in the average B2B buying decision of B2B buyers now use social media to research vendors. of decision makers say they never respond to cold outreach. of buyers choose the sales rep that was FIRST to add value and insight. Impact on their customer, on their offerings, on their sales process
  5. 5. 5 THE TOUCH POINTS THEY HAVE WITH THEIR CUSTOMERS JOURNEY? Acquisition Retention
  6. 6. 6SO FAR JUST THE START ON SELLING SIDE OF CRM HOW ABOUT… - Reviews with all the stakeholders - Sales, marketing, service, financial & more - Demoing Dynamics 365 modules - Knowing the competitive products - Sorting out licensing - Proposal development - revisions - Hiring a new rep who understands business application selling
  7. 7. 7DEPLOYMENTS – NOT SO SIMPLE Consider • Discovery/Analysis/Design • Change Management • Form and view configuration • Data Migration – current system, Outlook, more • Mobile First • Systems Integrations – ERP, more • User Acceptance Testing • Training – general user, administrator • On-going Support
  8. 8. 8IF CRM DOESN’T WORK – WHO IS BLAMED? - Most customers do not have a good handle on their sales, marketing and service processes. - You must sort those issues out first. - If not, their project is not correct from the outset. - When users don’t get value from their CRM software, they STOP using it! Will it be YOUR customer’s fault, or the software and vendor? ------------------------------------You!--------------------------------------------
  9. 9. 9A BETTER APPROACH Introduce a seasoned Dynamics Partner – Still Make $$ - 65% of our work is fixing others’ efforts - InfoGrow has 30+ years of experience with CRMs - Proven track record - Complementary sales & marketing apps to help your customer - A recent partner made $3,000 from us on a 10-user system - What happens if you help a client grow?
  10. 10. 10THE VALUE OF PARTNERING WITH INFOGROW • Expand and strengthen your solutions portfolio – Provide consulting opportunities and service offerings that fully align your clients’ marketing, sales and customer service activities • Stay focused on what you do best – Eliminate the need to build a separate practice or commit resources by referring Dynamics CRM solutions, customer/distributor portals, CRM add- ons and custom CRM development to InfoGrow • Develop deeper, richer customer engagements – Directly drive profitability and increase the stickiness of your client relationships
  11. 11. 11 The Bottom Line Less hassle, less risk • NO SELLING • NO DIVERSION OF CONSULTANTS • NO TRAINING REQUIRED More money • GENEROUS REFERRAL FEE • ADDITIONAL IT SERVICES • HAPPY, LOYAL CUSTOMERS
  12. 12. 12 Questions? Comments? Let’s Talk Today Call Bob @ 330-929-1353 x224
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