Articulating Your Solution and Managing Objections
You might have noticed that this scenario is a little light on details. This is intentional to allow more focus on the presentation and Q&A activities.
Give yourself time to quickly skim through the scenario, understand the big picture, and develop some initial thoughts about the solution. Once you have done that, you can go through the scenario step by step and create the solution, similar to what you did in the previous scenarios covered in this book.
Understanding the Current Situation
The company is using Salesforce Service Cloud as the primary SOR for customer management. Moreover, they have acquired another company that also uses Salesforce as a CRM. However, it is a heavily customized org tailored to meet specific needs. It is having issues with data quality, particularly duplicate management. On top of that, they have several other applications that you need to integrate Salesforce with. The company landscape looks...
