微软解决案例设计销售培训.ppt

目标 Provide you with a structured, repeatable methodology for analyzing a sales opportunity 收益 Qualify opportunities faster and more effectively by analyzing them from the most critical customer, business and competitive perspectives Invest time, energy and resources on the opportunities you are most likely to win Communicate the key issues more effectively using a common language 产出 Comprehensive assessment of your current sales opportunity 机会管理 Page 2.* 介绍微软的相关文档模版和工具 关键启示 MSSP 是微软全球成功销售经验的积累 MSSP 是微软和合作伙伴的销售语言 如何应用MSSP到实际工作 销售是一个持续提高的过程 销售技巧是一门实践！ 1、投入多少，收获多少； 参与多深，领悟多深 2、未曾经历，不成经验 3、太阳底下没有新鲜事， 排列组合就是创新 4、做你所学，进而分享你所做 每天多做一点点， 就是成功的开始 每天创新一点点， 就是领先的开始 每天进步一点点， 就是卓越的开始 每天谦虚一点点， 就是悟道的开始 祝各位成功！ ? 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. * * Establish and transition opty ownership as required Identify, meet and build relationship with power Confirm that power agrees to explore Identify procedural buying process Determine resource requirements Evaluate and select opty partners Validate or negotiate partner engagement guidelines Establish opty v-team Develop opty engagement strategy with partner and services Develop eval plan Validate eval plan with sponsor and customer deployment contact Propose eval plan to power Confirm verifiable outcome, update opty assessment and Siebel ########### Execute eval plan manage progress including: Define preliminary solution Define preliminary deployment strategy Build value proposition Develop SOW for proof of concept secure partner and service resources Conduct initial services risk assessment Meet with customer to review preliminary solution Confirm verifiable outcome, update opty assessment and Siebel ######################### Identify SQP via account plan or prospecting Validate MQP/ SQP Consider customer’s strategic partners (available in account plan) Perform pre-call