The document discusses the selling and support process for Dynamics 365/CRM, emphasizing that no CRM skills are necessary, as customers can utilize Microsoft's turn-key deployment and support. It highlights the changes in B2B buyers' behaviors and stresses the importance of understanding customer journeys and the complexities of CRM deployments. Partnering with an experienced firm, like Infogrow, is recommended to enhance customer engagement and streamline CRM solutions without the overhead of training or extensive selling efforts.

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SFDFFFSDF
SELL & SUPPOT
DYNAMCIS 365/CRM
NO CRM SKILLS REQUIRED
SERIOUSLY?!

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• 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

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Is your team prepared and have the skill set
to discuss with your most valuable client …

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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

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THE TOUCH POINTS THEY HAVE WITH THEIR CUSTOMERS
JOURNEY?
Acquisition Retention

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. 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. 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. 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. 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

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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

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Questions?
Comments?
Let’s Talk Today
Call Bob @ 330-929-1353 x224

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