The verdict was, in large part, founded on the argument that b2b buyers are coming to the table more prepared and better educated than ever before. A new accelerator from microsoft came out available since march 2010. In order to find answers, heinz marketing conducted a survey of 208 sales leaders from. Msf is not limited to developing applications only. So unless you market a very unique solution, relying on the traditional solution sales approach will create very hard to overcome challenges in your sales career.
The revolutionary sales process that is changing the way people sell kindle edition by eades, keith m download it once and read it on your kindle device, pc, phones or tablets. Microsoft solution selling experience or equivalent, where heshe understands concepts related to pipeline velocity. This method, known as the microsoft solution selling process mssp, is the subject of this section. In the enterprise segment, microsoft had to redesign its sales strategy.
A solution selling process differs from a more traditional sales process because, instead of just pushing a product, the seller focuses on a specific issue or problem the customer faces and suggests corresponding services or products to solve that issue. Solution selling methodology michael nitso, director ww sales summer 2009 1 slideshare uses cookies to improve functionality and performance, and to provide you with relevant advertising. Bookmark file pdf microsoft solution selling process develop sales stage microsoft solution selling process develop sales stage 4 ways to increase sales heres what to do when your leads arent buying 5 ways to effectively sell microsoft office 365 learn 5 ways to effectively sell office 365 to your customers. If you continue browsing the site, you agree to the use of cookies on this website. While traditional solution selling is still dead, the changing b2b landscape has given rise to a new bestinbreed sales methodology. Enroll in the microsoft partner network mpn at any level. Licensing options for isvs microsoft volume licensing. You have to start thinking and operating like a digital company. Business transformation, organisational change, lss, project management at looking for next challenge hi jose, thanks for sharing this information. Microsoft solutions framework msf is a set of principles, models, disciplines, concepts, and guidelines for delivering information technology services from microsoft. Matt scherocman saw his profits soar after adopting the microsoft solution selling sales methodology. What this means for the solution sales professional is that their customers are already aware of the problem, the solution, and the options. The microsoft solution selling process customer success. Microsoft solution sales process linkedin slideshare.
Choose your path increase your proficiency with the dynamics 365 applications that you already use and learn more about the apps that interest. This positioning drives the basis of your competitive advantage and most crucially the paingain tradeoffs you need to understand. Solution selling is a type and style of sales and selling methodology. You can use business process flows bpfs in microsoft dynamics 365 to configure your sales process. Solution selling has a salesperson or sales team use a sales process that is a problemled rather than productled approach to determine if and how a change in a product could bring specific improvements that are desired by the customer. Solution selling is the process of selling the customer a solution to their problems as opposed to a product or service. Solution selling helps the solution provider build a trusting relationship with their buyer, and facilitates a working relationship between the seller. Solution selling is common in areas such as construction services, software and outsourcing sales. Microsoft solution sales professional salaries glassdoor. Solution selling abc stands for your company xyz stands for the type of solution your client is looking for prepared by. Licensing options for independent software vendors. Bpfs give your sales staff a guided visual interface that they can use to move deals forward through the stages that are typical for your company. The sixpart online cloud 123 academy program provides smb managed services providers with stepbystep resources to understand the impact of the cloud transition on your profitability and cash flows, build a cloud business strategy, and develop a sales and marketing plan to optimize your resources and drive business growth over the next four. The sales process takes a potential client along six clearly defined phases with the aim to create a superior proposal, win the deal and minimise sales costs.
Sales cycle demand prospect qualify develop solution proof. It would be appreciated if i could have a copy of the slides and the mssp chart. To drive results and establish good sales acumen, leverage the training course on the microsoft solution selling process and the value2win. In the previous sections, we have seen how effective the solution selling concepts can be to align the seller with the customers needs. Partners can work directly with microsoft on joint selling opportunities to reach new customers and accelerate business growth. In many cases, theyve already honed in on a desired solution and, as a result. Successful organizations make the most of their transformation journey by empowering people with the right technology to do more. Solution selling requires an efficient crm, through which can be visibly and easily tracked prospect issues, proposed solutions including exactly which products and services, thoughts on solutions from different decisionmakers, and tasks and activities all the way along the line. Mike bosworth has the best understanding of sales process in corporate america. How does knowing about the software sales process help the buyer exactly. We also have many ebooks and user guide is also related with microsoft solution selling process stages pdf. Want to forecast sales better, hit that record sales target, and increase profitability per sale. Solution selling created new rules for onetoone selling of hardtosell items.
To learn more about how microsoft relationship sales solution can help your. The new solution selling focuses on streamlining the proven solution selling process and quickly differentiating both oneself and ones products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close. Solution selling methodology training linkedin slideshare. It declared that solution selling had become obsolete. The revolutionary sales process that is changing the way people sell. We will start by providing some guidance and tips about value based selling.
Win more deals with relationship sellingbringing dynamics 365 sales, office 365, and linkedin together. Understand the microsoft sales process to unlock more. As a partner in csp, you can sell a wide range of microsoft products, services, and solutions, including office 365, enterprise mobility suite, microsoft dynamics, and microsoft azure. To facilitate that mission, microsoft adopted the solution selling method and fashioned it within the constructs of its internal and partner sales mechanisms. Selling process is a complete cycle which starts from identifying the customers to closing the deal with them. The term is associated with the sales of products and services that can be used as the building blocks of a custom implementation. Its no longer just about procuring one solution and deploying one. Improve prediction accuracy through unified dynamics 365, office 365, and linkedin data. Diagnosing buyer pain parts of this post adapted from the solution selling fieldbook 2005, mcgrawhill, isbn 9780071456074 by eades, touchstone and sullivan. Well the answer is that myself, and the other cocreators of esp, have worked in solution selling for most of our careers, and we felt that most of the available solution selling processes on offer didnt work very well. I recommend reading the new solution selling by keith eades if you want to learn more about the sales process. Get a comprehensive business management solution with. The microsoft solution selling process, short mssp, helps you to drive revenue and grow your business by standardizing the sales process to drive opportunities through sales stages more effectively and efficiently.
Differentiate your business choose from a wide range of products and program options that can help you start, grow, and optimize a profitable practice. Solution selling ppt free download as powerpoint presentation. Solution selling methodology michael nitso, director ww sales summer 2009 1. To facilitate that mission, microsoft adopted the solution selling method and fashioned it within the constructs of its internal and partnersales mechanisms. Pdf on jan 1, 2008, dieter ahlert and others published the concept of solution. Build a valueadded solution that uses microsoft licensed products and distribute the unified solution in a tangible media format. First, you have to understand how a solution is positioned in terms of two key variables, customization and integration. This estimate is based upon 33 microsoft solution sales professional salary reports provided by employees or estimated based upon statistical methods. If you use microsoft dynamics crm or, power bi extends and enhances these services with instant insight into your pipeline. For more information about which offers are available for you to sell within these product families, see the csp offer matrix on the pricing and offers page. Microsoft solution selling process develop sales stage.
Microsofts platform makes it very quick and easy to securely ingest, aggregate, cleanse and store data, as well as mesh that. Microsoft solution selling process mssp accelerator for. It is more relevant is b2b business sales where the sales cycle is not short and might take a longer duration to close. Stay compliant and competitiveso you get the highest return on your software investmentwith a dynamics gp service plan that offers flexible options to choose from, depending on where you do business. Both are part of the microsoft dynamics partner academy. The 7 stages of the solution selling process simplicable. Choose from a wide range of products and program options that can help you start, grow, and optimize a profitable practice. Advanced understanding of enterprise solution selling and the application of the solution selling process. Csp agreements, price lists, and offers partner center. Solution selling refers to the philosophy or practice of uncovering a customers pain points and then providing products and services that address the underlying business problem. The solution selling process is exactly what it sounds like.
Selling process definition, example, steps, process. This book was forwarded by kevin johnson, former microsoft group vice president of worldwide sales, and is an excellent read. Solution sales resume samples and examples of curated bullet points for your resume to help you get an interview. Our research has shown that while companies value good personal relationships they put more value in the companys ability to deliver the solution and the. The selling process is the series of steps followed by a salesperson while selling a product. Insight selling is the new solution selling forbes. Increase win rates through aidriven insights that show the next best action. Use features like bookmarks, note taking and highlighting while reading the new solution selling.