FULL SHOW NOTES
https://podcast.nz365guy.com/81

• Professional and career background, working in Dynamics and the field of business applications. 
• Personal background – family, interests outside of work 
• What has kept Shane in the industry for 20+ years 
• Experience – building IP over the traditional SI type business 
• What constitutes a successful team and the key roles for a strong SI type business to start within the Dynamics or Power Platform space 
• Key resources at the bid process 
• Key ingredients in building winning teams 
• How to create a winning culture in the team and achieve the next level of game or goal in the practice 
• Engaging with Microsoft as the vendor  
• The value that accolades/awards play in winning new business 
• Process in validating whether an opportunity is legitimate or not and whether it’s one you can pursue 
• Working and engaging with staff and ensuring that the right voice has come through at the right point — constructing a team, so people know when to say nothing or when to jump in 
• Key roles in sales engagement and what makes a successful sale 
• Role of presales in winning an opportunity; presales vs BDM/sales role 
• Changes in the past 10 years – buying behaviours, engaging in sales 
• How change management is critical in the successful implementation of projects 
• Keeping a team up to speed on the cutting edge of learning skills in Dynamics 
• Thoughts on competing with Salesforce and creating an appetite for adopting Microsoft business apps suite among clients 

Resources

• Presales Technical Specialist Accreditation 
• Microsoft Public Sector: Public Safety and National Security Partner of the Year 2016 

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Thanks for listening 🚀 - Mark Smith