SESSION 4: ACCELERATING THE CLOUD BUYING PROCESS – ADJUSTING TO BUYER 2.0
PRESENTED BY: MARK STUYT DURATION: 1 HOUR
1 PM EDT
Partners need a more efficient, repeatable sales process anchored in:
Packaged offers and/or industry bundles that address specific business challenges
Clear qualification criteria that separates “repeatable” opportunities from complex projects
Preconfigured industry/vertical or workload/solution specific sales “assets”
Strong “soft” selling skills: discovery/listening, objection handling and closing skills
Mark Stuyt • Founder & Chief Engagement Officer at Neural Impact
Neural Impact uses behavioral economics, neuroscience and persuasion psychology to help Microsoft and its partners improve their relationships with their customers and improve their cloud strategies. Mark has been involved in Microsoft cloud transformation efforts for more than seven years. He acted as a facilitator and content provider for the Global Road to Repeatability (GR2R), Cloud SureStep and Industry Partner (IPP) programs.
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