CRM 2011 – Study Guide for 2011 Presales Assessment – Customer Relationship Management

since I blogged about passing the 2011 Presales Assessment, I have had a few emails and comments asking about where people can find information regarding this exam.

The reason quite a few people are interested in the exam is because Microsoft have started to insist a certain number of people pass the certification to have silver or gold partner status.

Microsoft are also a bit cheeky because the best sources of information are class led lessons which you have to pay, so not only are people wanting to learn how to sell Microsoft products but Microsoft want people to pay them to learn how to do so, Clever but cheeky.

All of the source material is on partner source but the test might not be

The test can be found here

https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=733031

you can take this test as many times as you like.  It’s 50 questions long and it probably has 100 different questions (at a guess).  One tip I used was to screen shot a correct answer (it shows the correct answer straight away) and then you can check the answer on the next test run.

You won’t be able to guess all the answers, you will have to watch, read some of the study material for the exam.

here is the preperation guide

On Demand Presentation: Microsoft Dynamics Presales Exam Preparation Web Seminar | Downloads PDF – 2.50 MB

2011 Sales Assessments:

Competency

Assessment

English 
Published in February 2011


ERP Standard Sales Preparation Guide
Assessment
 
Sales Specialist Preparation Guide
Assessment
 
Presales Preparation Guide
Assessment
CRM Standard Sales Preparation Guide
Assessment
 
Sales Specialist Preparation Guide
Assessment
 
Presales Preparation Guide
Assessment

 

 

This page is fantastic, probably the most useful link on this blog page.  You can see below it basically shows you all the links to the free online videos.  My personal recommendations is you will definitely need to know about sure step and how it’s used in presales, the video 65 minutes long but very interesting and a good introduction to Sure Step 2010 for those who need it.

Good luck and keep practising that test.

Presales Courses

Course Name

Format/Duration

Deployment Type

Fee/Free

Assessment Preparatory Course*

Aware Level
How to sell Microsoft Dynamics CRM 2011

ILT (8 hrs)

On-premise, Online

Fee

Yes

How to Upgrade Existing Customers to Microsoft Dynamics CRM 2011 (available in April)

On-demand
(1 hr)

On-premise, Online

Free

No

Selling the Business Value of Microsoft Dynamics CRM 2011

On-demand
(1 hr)

On-premise, Online

Free

No

Application: What’s New in Microsoft Dynamics CRM 2011

On-demand (5 hrs)

On-premise, Online

Free

No

Proficient Level
Click-through demos for Microsoft Dynamics CRM 2011 On-demand
(variable)
Overview Free No
Compete to Win: Microsoft Dynamics CRM against Salesforce.com

On-demand
(1 hr)

On-premise, Online

Free

Yes

Managing Microsoft Dynamics CRM Online 2011 Trials from “Click to Close”

On-demand
(1 hr)

Online

Free

No

Microsoft Dynamics CRM Online 2011: Pricing and Licensing

On-demand
(0.5 hrs)

Online

Free

No

Microsoft Dynamics CRM 2011: On-premise Pricing and Licensing

EL (0.5)

On-premise

Free

No

Microsoft Dynamics CRM 2011 Data Management New Features

On-demand
(1 hr)

On-premise, Online

Free

No

Microsoft Dynamics CRM 2011 E-mail New Features

On-demand
(1 hr)

On-premise, Online

Free

No

Microsoft Dynamics CRM 2011 Mobile New Features

On-demand
(1 hr)

On-premise, Online

Free

No

Microsoft Dynamics CRM 2011 Outlook Client New Features

On-demand
(1 hr)

On-premise, Online

Free

No

Microsoft Dynamics CRM 2011 Reporting New Features On-demand
(1 hr)
On-premise, Online Free No
Partner Sales Opportunity with Microsoft Dynamics CRM Online

i hr

Online

Free

No

Make sure you train people in CRM to get the most out of it

There have been a few interesting blog posts on Mike Ames recently and today he has posted another interesting post about why CRM implementations fail.

I particularly like point 1 show below

1.  You train people how to use the system but not how to make use of the system.  They understand how to add and access data but cannot easily graft this onto their real-life business development activities.  In short they have a system but lack any credible BD processes to use it with so they can’t see the point of keeping it up to date and so they stop using it.

 

Training the users on a new system is a vital part of delivering a new CRM solution, especially when you are delivering a system which to get the biggest benefits from it will need the users to pro actively use the CRM system.  Not only does it mean you have to train the users to use CRM from a technical point of view but you also have to get them to understand not only what they are doing but why they are doing it.

If they focus on what goal they are trying to achieve then they can then start to think our they could do it more efficiently using the new CRM system.  This is also true with CRM upgrades, often you can see people not using the new functionality because they are doing what they did using the last system.  Forgetting they did it that way because perhaps the old system had a limitation which meant that was the best way but when you get a new system or upgrade then there might be an opportunity to achieve you goals quicker and easier.