Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Identify SQP vi...
Validate MQP/SQ...
Consider custom...
Perform pre-cal...
Conduct calls t...
Confirm verifia...
Key Step:
| Perform pre-call research and identify potential pain of targeted key players
Rationale:
| Good pre-call research increases the effectiveness of MS account executives and telesales. A good understanding of the prospect’s organization and business issues enables the account executive or telesales professional to; · Prospect with the right people · Ask more effective questions to surface customer pains · Develop a more compelling buying vision. · Increase credibility
| Guidance:
Pre-call research should be performed before every important sales call. Pre-call research can include reviewing the following; 1. Account or territory plan 3. Latest news about the account and their industry (MS Library) 4. MS Industry and GTM Solution Selling Job Aids (Cube) # MS Industry and GTM Sales Aid Kits Microsoft’s Industry and Product Marketing groups have created detailed Sales Aids Kits to help you with your pre-call research. Each industry Sales Aid Kit covers a series of important issues including; · Key Industry trends and pains · Competitive landscape for a particular solution area · Guidelines and tools for identifying and qualifying new opportunities within a particular industry (including MSS sales aids like pain chains and interest creating statements) · Microsoft case studies including data on the revenue potential for typical deals · Solution articulation – What is it that MS brings vs. Partners? An excellent place to start your pre-call planning is with a quick review the industry solution that applies to your opportunity. These solution maps help you zero in on the highest priority solutions that MS has to offer the industry. Most high priority solution areas are backed by a detailed Sales Aid Kit which can be quickly reviewed by reading the associated battle card. The latest Industry and GTM Sales Aid Kits can be found here
Samples & Templates:
Documents for this Key Step include: |
| GTM and Industry Specific Solution Selling Job Aids |  |
| Job aid for developing a list of key prospecting targets |  |
Links: