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Apr 9, 2018

This episode is sponsored by KingswaySoft.

Full show notes available here:

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.

In this 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."

Book/Blogs/Podcasts Recommendations

Resources Mentioned

Contact Details


Your Host is Mark Smith – nz365guy

Business Solutions MVP






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Music Credit

I dunno by grapes (c) copyright 2008 Licensed under a Creative Commons Attribution (3.0) license. Ft: J Lang, Morusque