| Solution Selling is a logical and practical process for sales success—one that improves both individual productivity and organizational return on investment. This framework provides guidance on how to move away from selling single products to providing complete solutions to the customer. Solution Selling is about understanding customer needs and providing solutions to their business problems. Microsoft has been using the Microsoft Solution Selling Process (MSSP) for years—in fact, MSSP training is a requirement for all Microsoft sales people. The framework has proven so effective that it is being introduced on a broader scale across the Microsoft organization. This process applies across learning partner efforts by providing insight on key business development issues, including: Identifying the “right” customer prospects and reducing the time and effort spent searching. Managing a prospect short list and identifying the appropriate business decision makers early in the process. Qualifying customer prospects by identifying business “pains”. Developing the right product and service solution to address a prospect’s specific business problem. Exceeding customer expectations in order to generate ongoing opportunities.