Podcast: Presales and Dynamics 365 Practice Growth


A couple of weeks ago I was interviewed by Mark Smith aka nz365guy. Main topic of the podcast was my view on presales and Dynamics 365 practice growth. Go and listen to the interview and do leave your feedback!


Topics of the episode

  • Bringing craftsmanship to the CRM trade
  • What is Presales for Dynamics 365
  • Getting training for a presales role
  • The toughest element of working in presales
  • Demonstrating the capabilities of Dynamics 365 to a customer
  • Creating Demo’s
  • Maintaining your demo environments
  • Best practice for your demo environments
  • Relationships between Presales and Sales
  • Harvard Business Review titled “To Improve Sales, Pay More Attention to Presales
  • “Distinct from marketing and sales operations, presales provides a specific set of activities that lead to qualifying, bidding on, winning, and renewing a deal.”
  • “Souping up the presales engine can yield a five-point improvement in conversion rates, a 6–13% improvement in revenue, and a 10–20% improvement in the speed of moving prospects through the sales process.”

My “Guest Profile”

Koen is the Dynamics 365 Team Lead at ESC in Belgium. He specialized in Microsoft Dynamics 365 for Sales, Customer Service, Field Service, Project Service Automation.  He is commercially focused, understanding the balance between meeting client expectations and delivering within the agreed budgets and timescales.  He is a communicator and motivator, able to get the best out of teams through skillful interaction and proactive team building around the goals of each project.

Book/Blogs/Podcasts Recommendations

Resources Mentioned

Image from lifehacker.com – Acast

One Comment

  1. Pingback: Presales in Dynamics 365 – Part 1 – Koen's CRM Blog

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