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
