Articulating your solution and managing objections
You might have noticed that this scenario is a little bit light on the details. This is because we want to focus more on the presentation and Q&A activities and handle them in the best way possible.
Give yourself time to quickly skim through the scenario, understand the big picture, and develop some initial thoughts about the solution. Once we've done that, we can go through the scenario step by step and create our solution, similar to what we did in the previous scenarios we covered in this book.
Understanding the current situation
PD is using Salesforce Service Cloud as the primary system of record 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. PD is having issues with data quality, particularly duplicate management. On top of that, they have several other applications that we need...
