| Welcome to the Microsoft Learning Solution Selling Guide. This guide has been designed to provide Microsoft Certified Partners for Learning Solutions with an interactive, prescriptive plan to implement successful solution selling, Microsoft field relations, as well as present customer engagement ideas leveraging the Microsoft Solution Selling framework. This guide is divided into sections that focus on the tools and actions that have proven successful in increasing customer satisfaction and increasing sales win rates. Introduction: Solution Selling is not a new concept, but it can be challenging to integrate into daily business development activities. Once implemented, however, it can change the way learning organizations approach opportunities and engage with their customers. Equip: Using the capabilities and enablers released by Microsoft and Microsoft Learning, including Software Assurance, Microsoft Skills Assessment for Organizations, and new opportunities like the Matchmaker program, learning partners can more proactively and successfully engage with the Enterprise customer. Apply: A comprehensive Solution Selling Playbook, included in the “Apply” section, contains everything required to implement the Microsoft Solution Selling Process (MSSP), a successful and widely talked about sales methodology. Engage: Learn how easy and beneficial it can be to connect with other Microsoft partners and the Microsoft field in order to engage new customers and offer complete, targeted learning solutions. Validate: After exploring the sales tools, presentations, partner agreements, and opportunities included in this easy to follow guide, Microsoft Learning challenges partners to enter the Microsoft Certified Partner for Learning Solutions Selling competition. Win international recognition, a case study, and a place in the spotlight at the Worldwide Partner Conference in 2005 as a Solution Selling expert!