I have been asked a lot recently about when the next Demo2Win, Discovery2Win and Value2Win and “How to sell” and Project Management Essentials courses are taking place…. answers below! Knock out courses – absolutely essential for improving sales and implementation skills.

Title: 44PMC001 - Dynamics 2WIN Day 1: Demo2WIN
Description: Summary: A 1-day skills oriented workshop for Microsoft Partners who present and demonstrate Microsoft Dynamics solutions Intended Audience: Owners, Sales, Pre-sales Prerequisites: An understanding of one or more dynamics products Prior to the workshop each attendee is required to invest the time in learning the core philosophies to establish a foundational knowledge that is absolutely key to making the workshop productive. Each student should budget 4 hours of pre-learning time in order to complete the eLearning prerequisite. Complete 4 hours of eLearning – “Microsoft Dynamics Demo2Win!” Access information will be emailed to you upon registering for the event. Come prepared to present a short demo which includes the three key demo scene components learned in the pre-learning: a Limbic opening, Tell-Show-Tell loops and Value closing. Please ensure you bring your laptops and VPC images of your Dynamics Products as there will be a presentation at the end of the session. Objectives: The goal of the MS Dynamics demonstrating to win workshop is simple: deliver a practical, proven set of skills, tools and procedures that both beginners and veterans can immediately put to use to improve their demo-to-win ratio Agenda: The workshop focuses on the presentation elements of a Microsoft Dynamics software demonstration. You will learn numerous techniques for effectively engaging the audience, showing business processes to different personality types and delivering benefits. After modeling how a demonstration should be given, students are given an opportunity to test drive what they learned. Throughout the day, Microsoft Dynamics software is used to deliver examples of the techniques being learned as well as the most common mistakes (Demo Crimes) committed.

Start Date: 23/1/2012 8:30:00 AM
Price: £590.00 | Training Provider/Location Microsoft TVP
Registration Link: https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=780814

Title: 44PMC002 - Dynamics 2WIN Day-2 - Discovery 2WIN
Description: Summary: This course is designed to act as a follow on from the Day 1 Demonstrating 2 Win course and will help presales and sales individuals form structure around their discovery sessions with prospects prior to demonstrations. It introduces some different techniques for information gathering and allows the attendees to apply these through a series of exercises. Prerequisites: Please bring a Laptop to store and utilize the discovery supporting materials and remember to complete the e-learning prior to the course. Objectives: The main objective is to ensure that each attendee gains the skills, structure and techniques to conduct a successful discovery session and help drive a winning demonstration. Agenda: The course will cover these broad areas: Concepts and Guiding Principles Pre-Discovery Questioning Strategies Discovery Interviews Alternative Techniques Transitioning information

Start Date: 24/1/2012 8:00:00 AM
Price: £590.00 | Training Provider/Location Microsoft TVP
Registration Link: https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=780815

Title: 4PMC005 – Dynamics 2WIN Day-3 - Value2Win

Description: Summary: A Value Positioning Workshop Designed For Sales Teams that Sell Complex Solutions. Improved skills that help further sell the value of your solution throughout the sales cycle. Understand unparalleled teamwork between sales team members, competitively differentiated value selling approach. Gain a clear understanding of roles and responsibilities of proving the value during the software demonstration. Understand how you can establish the sales person as a trusted advisor to the prospect or customer. Shorter sales cycles and improved win ratio. Overall Increase the short term and long term revenue from new and existing customers.

Start Date: 25/1/2012 8:00:00 AM
Price: £590.00 | Training Provider/Location Microsoft TVP
Registration Link:


Title: 44PMC003 - How to Sell CRM Solutions
Description: Summary: A comprehensive introduction to selling Dynamics CRM and a sound refresher for those who have had involvement previously Prerequisites: MSSP is recommended but not mandatory Objectives: Learn customers’ main pains and needs driving the requirement for a CRM solution Understand the CRM market and where Microsoft Dynamics® CRM business software fits into it. Learn the Microsoft Dynamics CRM pricing and licensing. Overview of the functionality of Microsoft Dynamics CRM. Understand the xRM concept and S+S opportunity. Learn how to engage with Microsoft. Agenda: The course covers the following topics: CRM Fundamentals Market Analysis Positioning Microsoft Dynamics CRM Customer Evidence Target Audience, Customer Pains & How to sell Competitive Positioning Pricing & Licensing Understanding xRM Understanding S+S Building a Business & Best Practice How to engage with Microsoft ISV Partners for CRM & xRM

Start Date: 26/1/2012 8:30:00 AM
Price: £440.00 | Training Provider/Location Microsoft TVP
Registration Link: https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=780918

Title:  How to Sell ERP Solutions

Discounts play an important role in the proposition of most partners! Obviously that’s not the way to build a solid business! When partners understand how to position and sell their propositions based on value rather than price they can save capitals on discounts.

Start Date: 26/1/2012 8:30:00 AM
Price: £440.00 | Training Provider/Location Microsoft TVP


Title: Project Management Essentials
Description: Summary: This training focuses on the sales and marketing aspects of the Sure Step Methodology. How can you prevent potential project problems during the sales cycle? We’ll discuss the regular pitfalls such as customizations, timing problems and how to keep customer management and stakeholders involved. This training also includes reviewing a series of scenarios around the daily project issues that can arise.

Start Date: 27/1/2012 8:30:00 AM
Price: £440.00 | Training Provider/Location Microsoft TVP





Will McIntee