Starting Monday, 19th July 2021
Event Language: English
Welcome to the Microsoft Summer Sales Academy for Business Applications
Session #1 Monday July 19th 13:00- 14:30 CEST – Differentiation & Emotional Engagement: (90 minutes)
- B2B Sales Psychology
- Industry Engagement
- Leveraging the Microsoft Business Applications Sales Battlecard & Prospect Engagement Guide to identify opportunities.
Outcome: Deeper (longer) profiling calls that uncover industry-specific business pains that align with Microsoft sales plays.
Session #2 Thursday July 22nd 13:00- 14:30 CEST- Business & Project Discovery: (90 minutes)
- How to structure and facilitate a (virtual) Project Discovery Whiteboard
- Developing your CIO Pitch Deck
- Creating a Microsoft/Partner bias
Outcome: Greater disclosure and insights into project drivers, business process challenges and business case elements.
Session #3 Tuesday July 27th 13:00- 14:30 CEST – Creating a Strategic Tipping Point – Biasing the Business Sponsor (90 minutes)
- Positioning advisory services during the sales cycle (Project Impact Summary)
- Landing winning proposals - BDM Proposal Business Review
- Knowledge test
- Learning integration recommendations
Outcome: Higher win rates and significant reduction in no-decisions.
