Register now for three Partner sales masterclass sessions to learn the best practices around selling Office 365 into organisations of all sizes.
Sales Masterclass 1: 'Core Office 365 and solution selling’
The 'Core O365 and solution selling’ workshop is designed to equip sellers with appropriate knowledge of the Office 365 productivity suite and the Microsoft productivity cloud.
This is core knowledge on ‘what’ Office 365 offers, together with topics such as legal and compliance, how to demo and how to handle common objections.
This 4 day immersive offering is split into 2 day units. The first 2 days impart knowledge, and the second 2 days build upon that knowledge to develop appropriate selling skills.
Pre-requisites: Office 365 SSA exam pass
Who should attend: Sales or technical pre-sales people requiring a deep understanding of what Office 365 offers to customers combined with the skills to solution sell the Microsoft productivity platform to IT
Duration: 2 days of knowledge and 2 days of skill building
Learning Deliverables: After this 4 day workshop you will be able to:
- Discuss and demonstrate Office 365 selling by holding an Office 365 productivity, modern client, security and trust conversation
- Deliver O365 case studies/story telling
- Define the problems, challenges and business drivers coupled to the business implications
- Position the business value of the Office 365 Solution
- Handle customer concerns
- Deliver an engaging Office 365 demo using the Microsoft CIE demo platform
- Accelerate O365 opportunities through the Customer Lifecycle
Register for Monday 21 September – Microsoft TVP Reading
Register for Monday 28 September 2015 – Microsoft Cardinal Place, London
Office 365 Sales Masterclass 2 – ‘Selling to the business’
The Office 365 ‘Selling to the business’ immersion workshop will enable you to converse with business leaders, identifying how their business functions and recognising areas of improvement.
It will provide you the capability to discover a business requirement and articulate a business outcome aligning Microsoft technology to create business improvement.
This workshop is an immersive experience involving skills practice. Note that the technology solution could include solutions from outside of Office 365 – this is about discovering need, and aligning a solution in business language.
Pre-requisites: Office 365 SSA exam pass and attendance of the Office 365 Sales Masterclass 1
Who should attend: Sales people or consultants looking to conduct business conversations outside of IT in order to discover need for Microsoft productivity solutions
Duration: 2 days
Learning Deliverables: After this 2 day workshop you will be able to:
- Outline how to conduct a business conversation, and utilise your existing product knowledge to identify opportunity
- Utilise the Microsoft Value Discovery Workshop tool as a framework to support your business conversations
- Discover a sales opportunity where a hidden ‘Need’ exists
- Initiate solution conversations contrasting to responding to customer requirements
- Present a business outcome aligned to Microsoft technology and services
- Build your CxO relationships and footprint within accounts
- Develop ‘trusted advisor’ relationships
Register for Tuesday 13 October 2015 – Microsoft Cardinal Place Auditorium, London
Change Management - ‘Discover the WHY’
This Change Management Workshop focuses on the three topics of People Change Management, Benefits Management and Persona Development.
Benefits Management is a technique developed by Cranfield University to align the requirements of the organisation back to IT enablers.
Persona development is a technique used to illustrate a ‘to be’ workstyle, or a planned change to ways of working.
People Change Management is the process of leading individuals through a planned process of change such that their behaviours are permanently changed to reflect the organisation aim – thus leading to organisational change.
This course is designed to deliver an over view of each topic and illustrate how they can all be used in a lifecycle of discovery – alignment – change – ROI realisation. We will deliver more in-depth courses on each topic as demand dictates from this awareness session.
Pre-requisites:O365 SSA exam pass and attendance of the O365 Sales Masterclass 1 and 2
Who should attend:Sales, Pre-Sales, Delivery Consultant, Engagement Manager
Duration: 1 day
Learning Deliverables: After this 1 day workshop you will be able to:
- Understand the principles of Cranfield Benefits Management, Persona Development, and People Change Management based upon the Prosci methodology
- Be able to position the value of using these approaches and justify consulting days
- Understand where these fit in a modern cloud oriented ‘evergreen’ managed service
- Take away new ideas to develop and deliver as your own IP
- Be equipped to decide if you wish deeper training in the delivery of these techniques
Register for Friday 23 October 2015 – Microsoft TVP Reading