With many of our clients, we are working with their sales teams on learning how and what business questions-focused questions to ask during a sales call. These strategic questions are designed to uncover existing and potential future business challenges; the questions also make the client think about how they run their business.
If the people you are speaking with can't answer your questions, then you are attempting to sell the wrong person. You must be speaking with BDMs today. We stress focusing on increasing business efficiency, cost reduction and optimizing selling opportunities -- what people are investing in today are mission-critical applications, so your teams should avoid "talking techie."
This level of professionalism demands role play and excellent pre-call planning. Learn to stand out in the marketplace by asking strategic, focus questions.
Send me an e-mail for our Pre-Call Planning tool that will increase the professionalism of your organization.
And don't forgot the Free MSFT SharePoint Sales Clinic #4: Interactive, sales tips, partner interviews from MSFT and our Interactive Forum too! Register
Posted by Ken Thoreson on May 20, 2009 at 11:59 AM
Traditional IT professionals will need developer expertise on top of operational expertise to adapt to a cloud services world, per an IDC study.
Microsoft was ordered to pay $20 million and take measures to assure child privacy, per a Monday U.S. Federal Trade Commission (FTC) announcement.
Users of Microsoft 365 services, especially the Outlook on the Web App, experienced a service disruption on Monday, June 5.
Microsoft Teams will be receiving new and updated features, including support for its AI-powered Designer tool.
More Partner Guides
More White Papers