You can bring the strategic insight of the Full Contact Selling Program to your direct sales team or channel partners. We are available to deliver this workshop live at corporate events, through a series of web based 4 e-learning seminars or through a combination of both mediums.
Program Facilitator
Rick McCutcheon
Rick is one of North Americas Leading Authorities on Sales Productivity and Customer Relationship Management. He is the creator of the Full Contact Selling System. He is a much sought after speaker, consultant and writer. Rick has been involved with the CRM Industry since 1990 as a Company Founder, Senior Executive, Reseller, Board Member, Educator, Consultant and Professional Speaker. Rick draws on his 17 years of real world experience having personally sold millions of dollars worth of products and services to customers ranging from the SMB Marketplace to Major International Corporations. His stories are "real-world"; his style is "uniquely appealing" and "tremendously credible".
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Power Up Your Sales with Microsoft CRM
Are you looking to improve your sales team's User Adoption and the ROI on your Microsoft CRM investments? Then Full Contact Selling (FCS) for Microsoft CRM is your answer. FCS delivers a unique Learning experience and advantage over traditional CRM Training Programs. Our experienced instructors make CRM relevant for sales professionals by integrating sales process strategies With CRM technology best practices. Many real world examples of how CRM can improve your sales results will be provided. Every workshoped is customized to your CRM and process requirements and can be customized for Sales Professionals who are new to Microsoft CRM or advanced CRM users.
Training Outline
This customized training program for Microsoft Dynamics CRM can be delivered Live or through 4 – 90 minute instructor led interactive webinar sessions. As well the learning fundamentals of these sessions can be reinforced through a follow up coaching sessions
Part One - Technologies Impact on Professional Selling
The 3 Pillars of Sales Success -
- People - How CRM can improve personal and team selling results
- Process - Review of the Full Contact Selling Process for Microsoft CRM
- Technology - A look at CRM and other sales technologies
Part Two- The Fundamentals of Microsoft CRM
Understanding Microsoft CRM including
- Working through Outlook or Internet Explorer
- Working with Leads
 Review of the Leads Module- Best Practices in Managing leads
- Understanding Account Relationships
- Working with Accounts
- Review of the Account Module
- Best Practices in Managing Accounts
- Understanding Account Relationships
- Working with Contacts
- Review of the Contact Module
- Best Practices in Managing Contacts
- Understanding Contact Relationships
- Working with Opportunities
- Review of the Opportunity Module
- Best Practices in Managing Opportunities
- Understanding Opportunity Relationships
- Working with Activities
- Review of the Activity Module
- Best Practices in Scheduling Activities
- Review of Basic and Advanced Finds
Part Three - Power Selling with Microsoft CRM
- Power Selling with Microsoft CRM
- Prospecting with Microsoft CRM using proven techniques on how to get through to decision makers
- Building Lists and developing pro-active and reactive sales campaigns
- Managing tasks, scheduling follow ups and creating "Keep Warm Strategies"
- Managing Opportunities and Forecasts
- Account Management with Microsoft CRM
- Building and managing account profiles
- Categorizing customers and prospects
- Cross-selling techniques
- Effective time and territory management
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