Microsoft Cloud Sales Program

HVAD LÆRER JEG?

During this highly interactive Microsoft Cloud Sales Program conducted over a period of 2 months you will get to work with all aspects of the new buying behavior combined with impact of the changes in the technology landscape seen from a cloud perspective.

Hvad er inkluderet

Your course package is designed to provide maximum learning and convenience. This is included in the price of your course:

• INSTRUKTØRLEDET TRÆNING
• ALLE KURSUSMATERIALER
• EKSAMENS VOUCHER
• INSTRUKTØRLEDET TRÆNING
• OVERNATNING
• ALLE KURSUSMATERIALER
• ALLE MÅLTIDER

EKSAMEN & CERTIFICERING

Your expert instructor will get you ready for the following exam and certification, which are not included in your course package and covered by the Certification guarantee.

FORKUNDSKABER

There are no specific prerequisites for this course.

Agenda

Through these case stories and role-plays, the delegates will get exposed to the key Microsoft Cloud and Dynamics Cloud offerings and learn about their key value proposition, differentiators and how to position them to their customers.

Module 1: Buying Behaviour and Process (1 day)
- What kick-starts and drives a buying process in companies today and how can sales influence the process? During this module, the participants are introduced to the new basics or norm when it comes to understanding the customers buying behavior. The participants work a “Problem-Solution Mapping” framework that gives them the ability to understand business challenges related to different job titles, the underlying causes for the challenges and how to position their cloud based solution capabilities to influence and drive and support the customers buying process.

Module 2: The Consultative Dialogue (1 day)
- With the increasing focus from the customer’s side on salespeople´s ability to be more consultative and business oriented and thus have a more consultative dialogue with the customer, it´s becoming more and more apparent that a true differentiator in today´s selling environment is the ability to have a true consultative dialogue with the customer focused on the customers key business challenges, the underlying causes and creating a vision in the customers mind, based on the capability of the salespersons solution, that drives the customer to change and thus buy. During this module, the participants work with a dialogue framework enabling them to drive a sale through the customer’s organization from LoB (line-of-business) to the potential decision maker or decision makers.

Module 3: The Challenger – Status Quo Fighter (1 day)
- 5 years ago, the company CEB, behind the global study “The Challenger Sale”, overturned decades of conventional wisdom with a bold new approach to sales. The module “Status Quo Fighter” is based on the findings from this study and as such the module provides a blueprint for finding the right people in the customer’s organization, engaging them with disruptive insight, and equipping them to effectively challenge their own organization. Although it´s been 5 years since the introduction of the Challenger Sale, the concepts are still very valid in the world of selling. The module builds upon the “Consultative Dialogue” module.

Module 4: Winning Presentations (1 day)
- The latest research reveals that in a world where it´s becoming more and more difficult for salespeople to differentiate themselves and their offerings, and where the customers are looking for the “thing” that makes one offering stand out versus the other, the ability to do powerful and winning presentations is key. This module stretches far beyond traditional presentations techniques buy using the latest findings from the “science” of presentations. The participants work with the latest tools and techniques when it comes to preparing and executing winning presentations.

Module 5: Winning Investment Plans (1 day)
- Most of the proposals that customers receive today are boring, product-centric and doesn’t focus on the critical business issues being solved with the suggested solution and the impact business-value-wise. To stand-out, to be different, salespeople need to be able to write powerful and winning proposals. On this module, the participants work with a framework, including tools and techniques, that enables them to write much more targeted and differentiated proposals, proposals that stand out, proposals that the different stakeholders, across job titles, in the customer’s organization will be able to read, understand and that will ultimately drive the necessary change fueled by the salesperson´s solution.

Module 6: Cloud-based Economic Justification (1 day)
- With today´s intense focus from the customer’s side on being able to internally justify their investments, despite the fact that buying cloud-based solutions are OPEX and not CAPEX, or demonstrate the business value, it has become apparent that sales organizations, and thus salespeople, needs to be able to build a business case together with the customer. The challenge is that most customers don´t believe in the traditional business cases including the process and how they are typically created in fancy Excel sheets etc. Therefore, salespeople need to be armed with a new approach, an approach that attacks the problem from a new angle. During this module, the participants will work with a framework that gives them the ability to build the “business case” in a much more consultative and interactive way with the customer. The framework takes value to the next level and introduces perceived value as the true driver for change.
Module 1: Buying Behaviour and Process (1 day)
- What kick-starts and drives a buying process in companies today and how can sales influence the process? During this module, the participants are introduced to the new basics or norm when it comes to understanding the customers buying behavior. The participants work a “Problem-Solution Mapping” framework that gives them the ability to understand business challenges related to different job titles, the underlying causes for the challenges and how to position their cloud based solution capabilities to influence and drive and support the customers buying process.

Module 2: The Consultative Dialogue (1 day)
- With the increasing focus from the customer’s side on salespeople´s ability to be more consultative and business oriented and thus have a more consultative dialogue with the customer, it´s becoming more and more apparent that a true differentiator in today´s selling environment is the ability to have a true consultative dialogue with the customer focused on the customers key business challenges, the underlying causes and creating a vision in the customers mind, based on the capability of the salespersons solution, that drives the customer to change and thus buy. During this module, the participants work with a dialogue framework enabling them to drive a sale through the customer’s organization from LoB (line-of-business) to the potential decision maker or decision makers.

Module 3: The Challenger – Status Quo Fighter (1 day)
- 5 years ago, the company CEB, behind the global study “The Challenger Sale”, overturned decades of conventional wisdom with a bold new approach to sales. The module “Status Quo Fighter” is based on the findings from this study and as such the module provides a blueprint for finding the right people in the customer’s organization, engaging them with disruptive insight, and equipping them to effectively challenge their own organization. Although it´s been 5 years since the introduction of the Challenger Sale, the concepts are still very valid in the world of selling. The module builds upon the “Consultative Dialogue” module.

Module 4: Winning Presentations (1 day)
- The latest research reveals that in a world where it´s becoming more and more difficult for salespeople to differentiate themselves and their offerings, and where the customers are looking for the “thing” that makes one offering stand out versus the other, the ability to do powerful and winning presentations is key. This module stretches far beyond traditional presentations techniques buy using the latest findings from the “science” of presentations. The participants work with the latest tools and techniques when it comes to preparing and executing winning presentations.

Module 5: Winning Investment Plans (1 day)
- Most of the proposals that customers receive today are boring, product-centric and doesn’t focus on the critical business issues being solved with the suggested solution and the impact business-value-wise. To stand-out, to be different, salespeople need to be able to write powerful and winning proposals. On this module, the participants work with a framework, including tools and techniques, that enables them to write much more targeted and differentiated proposals, proposals that stand out, proposals that the different stakeholders, across job titles, in the customer’s organization will be able to read, understand and that will ultimately drive the necessary change fueled by the salesperson´s solution.

Module 6: Cloud-based Economic Justification (1 day)
- With today´s intense focus from the customer’s side on being able to internally justify their investments, despite the fact that buying cloud-based solutions are OPEX and not CAPEX, or demonstrate the business value, it has become apparent that sales organizations, and thus salespeople, needs to be able to build a business case together with the customer. The challenge is that most customers don´t believe in the traditional business cases including the process and how they are typically created in fancy Excel sheets etc. Therefore, salespeople need to be armed with a new approach, an approach that attacks the problem from a new angle. During this module, the participants will work with a framework that gives them the ability to build the “business case” in a much more consultative and interactive way with the customer. The framework takes value to the next level and introduces perceived value as the true driver for change.