Title: 4PMC005 – Dynamics 2WIN Day-3 - Value2Win
Description: Summary: A 1-day 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: 27/2/2012 9:30am
Price: £590.00 | Training Provider/Location Microsoft TVP
Registration Link:
https://training.partner.microsoft.com/learning/app/management/registrationex/LMS_Registration.
aspx?UserMode=0&Mode=0&ActivityID=780922
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 prelearning 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: 28/2/2012 9:30am
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 1-day 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: 29/2/2012 9:30am
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: 44PMC003 - How to Sell CRM Solutions
Description: Summary: A comprehensive 1-day 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: 01/3/2012 9:30am
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! In this 1-day workshop partners learn how to position and sell their
propositions based on value rather than price they can save capitals on discounts.
Start Date: 01/3/2012 9:30am
Price: £440.00 | Training Provider/Location Microsoft TVP
https://training.partner.microsoft.com/learning/app/management/registrationex/LMS_Registration.asp
x?UserMode=0&Mode=0&ActivityID=783527
Title: Project Management Essentials
Description: Summary: This 1-day training focuses on the practical aspects of running projects with or
without the Sure Step Methodology. We’ll discuss the regular pitfalls such as customizations, timing
problems and how to keep customer management and stakeholders involved. But we’ll also discuss
how you van prevent potential project problems during the sales cycle. This training also includes a
series of role games around the daily project issues. A very practical workshop!
Start Date: 2/3/2012 9:30am
Price: £440.00 | Training Provider/Location Microsoft TVP
Registration:
https://training.partner.microsoft.com/learning/app/management/registrationex/LMS_Registration.
aspx?UserMode=0&Mode=0&ActivityID=781273
Specials Offers
1. Book on the entire week and receive the training for £2,400, should be £ 2,650
2. Book a second attendee and receive 20% discount on the training regardless of the number
of days (discount applies to candidate attending least number of days)