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Microsoft NL

@ nexxworks

The goal was to start the sales conversation on a strategic, business level instead of a operational, technical level. Therefore, we needed to give the sales people a thorough understanding of their client's language and terminology, as well as the challenges and opportunities of their industry.

Launch of a Challenger sales kit including:

- Analysis of 7 industries, resulting in a white paper per industry.

- Based on the Challenger Sale methodology and Business Model Canvas

- Linked the business challenges and opportunities to scenarios of the technical products

- Developed training 'Selling to C-level'

- Rolled out trainings & workshops to Microsoft employees

- Trained salespeople in the used research methodologies to do periodical updates

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