# CPQ

# CPQ
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Dynamics 365 CE - Designing and Deploying High Speed Sales Processes

When people and process work together, a sales team's velocity can take off! But it can be tricky to get people-centric teams to describe what they do in a process-centric manner. And it can be challenging to select the right process automation tool in Dynamics 365 and configure it to align with the needs of your team. In this non-technical session you'll learn methods for engaging your sales teams in process design, and the basics of configuring processes in Dynamics. Our agenda for the day will cover: •Understanding the Customer Journey - how to align your sales process with the customer buying process •Sales Intelligence - tools and techniques to build lists and research your audience before first contact is made •Lead Generation - generating more, and better, leads for your sales team to work and using AI to prioritize them for follow-up •Qualification - processes and solutions for going from unqualified, to marketing qualified leads (MQLs) to sales qualified leads (SQL) - and some simple definitions for these terms •Account Based Marketing (ABM) and Sales - targeting large accounts for broadening and deepening your relationship •Sales Pipeline and Process Design - design a process flow that your team can actually use without creating more friction in the selling cycle •Quoting and Configure-Price-Quote - delivering higher quality quotes to your customers no matter how simple or complex your product is; and secrets for differentiating tactical sales from strategic sales •Approvals and E-Signatures - expediting internal and external approvals to keep your team focused on selling •Activity Planning, Tracking and Sales Cadencing - understanding the importance of activity management, and how playbooks, sales cadencing tools and AI can all play a role in improving activity adoption •Sales Meetings and Team Engagement - using Dynamics 365 to run your sales meetings, and techniques for getting the whole team engaged in continuous improvement