Training

An interactive two-day workshop on the early identification of business opportunities specifically focused on customers with limited budgets - and how to convert these opportunities into sales.

Designed for experienced and new sales staff, this course focuses on how to identify business opportunities before the prospect even realises that the opportunity exists – improving your ability to control the sale and minimise competition. It examines the early stages of the sales process, including research, prospecting, issue identification and structuring customer meetings for a successful outcome.

The course has a strong practical component, with individual and group exercises and role plays.

Participants will understand the benefit of proactively generating sales opportunities; learn how to identify the triggers for mid-market businesses; and map processes that translate leads into sales.

This workshop is designed for business development resources including sales, pre-sales, sales management, marketing and general management staff.

There are no mandatory prerequisites for this session. Direct experience in the sales process is useful.

Key subject areas covered during the two-day workshop include:

• A new philosophy of selling – sales as identifying and solving customer problems
• Weaknesses in the Microsoft Partner community's current sales approach
• What are the opportunities that exist when a customer appears to have a limited budget?
• How to develop “fresh” opportunities – marketing and sales approaches
• Preparing to meet with a customer likely to have a limited budget
• Structuring sales calls and meetings
• Questioning to reveal customer pain points
• Building a compelling vision so that a customer will create a budget
• How to influence different levels of decision maker
• Getting a buyer commitment
• Objection handling
• How to write a case study, and then use this to generate more leads
• Structuring a compelling business case
• Optimum approaches to responding to tenders
• Selling in partnership with Microsoft

Course elements are designed to link into the Microsoft Solutions Sales Process (MSSP) to facilitate group selling with Microsoft.