| Do these sales issues sound familiar? Long sales cycles Lean pipelines Inability to reach decision makers Ineffective lead qualifying Losing to “no decision” Solution Selling can take the guesswork out of the sales process. What is Solution Selling? Solution Selling is a methodology that can help guide the sales process and provide a more effective and positive experience for both customers and sales people. By providing a step-by-step framework to follow, Solution Selling can move sales engagements forward in a shorter timeframe. Solution Selling provides a customer-focused sales process which helps sales professionals increase “win rates” and revenue production by: Focusing on understanding critical business issues faced by customers. Developing potential value to be gained by the customer: Solution Selling demonstrates the capability to fulfill critical business needs that can have long lasting results. Creating a strong customer desire to buy products and services that Learning Solutions partners offer. Synching up with go-to-market campaigns and other Microsoft initiatives in order to increase success ratios. What are the benefits to Solution Selling and how can this methodology help increase business and close sales? Solution Selling helps: Identify and diagnose customer critical business issues Solution Selling provides a framework that when followed can guide the sales process and provide positive results. Change a customer’s biased vision of a competitive offering Solution Selling offers guidance on how to effectively differentiate yourself from your competition. Gain access to decision-making authority Are the people in the meeting the ones that have the authority to make the “buying” decision? Solution Selling can show how to find that person and work with them to achieve the desired goals. Create and demonstrate value at every step of the sales cycle Customers will only buy what they need, so it is vital that each step is relevant to overall customer success. Shorten the sales cycle Close opportunities more effectively and efficiently Solution Selling offers a step-by-step program that guides salespeople through the sale process to help ensure the desired outcome.

| Microsoft Solution Sales Process (MSSP) Enterprise Engagement Framework Click image to access the 11x17 Word document