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1、Solution Selling Version 2001 2001 Sales Performance International All rights reservedMSSforPartnersOverviewSOLUTIONSELLING1Solution Selling Version 2001 2001 Sales Performance International All rights reservedTrademarkNotice:Thisisacurrentnon-exclusivelistingoftrademarksownedorlicensedbySalesPerfor
2、manceInternational,Inc.Anyquestionsconcerningtheuseofthesetrademarks:whetheranamethatdoesnotappearonthislistisinfactatrademarkofSalesPerformanceInternational,orcommentsconcerningthismanual,workshoporpresentationshouldbereferredtoSalesPerformanceInternational,Inc.intheUnitedStatesatthefollowingaddres
3、s:SalesPerformanceInternational,Inc.6230FairviewRoad,Suite200Charlotte,NorthCarolina28210USAPhone:704.364.9298FAX704.364.8114ISolutionSellingisaregisteredtrademarkofSolutionSelling,Inc.,aProvantCompany,usedunderlicensetoSalesPerformanceInternational;SolutionSellingSalesManagementProgram,SolutionSell
4、ingAutomation,SolutionSellingFinancialServices,SituationalFluencyPrompter,9BlockVisionProcessingModel,PainChain,PipelineMilestoneWorksheetaretrademarksandservicemarksofSolutionSelling,Inc.,aProvantCompany,usedunderlicensetoSalesPerformanceInternational.Allotherreferencedmarksarethoseoftheirrespectiv
5、eowners.ThisdocumentmaynotbereproducedinwholeorinpartwithoutthepriorwrittenconsentofSalesPerformanceInternational,Inc.CreditandCopyrightiiSolution Selling Version 2001 2001 Sales Performance International All rights reserved2Solution Selling Version 2001 2001 Sales Performance International All righ
6、ts reservedPrefaceAspartoftheworldwideIntegratedSolutionSellinginitiative,MicrosoftisimplementinganewapproachtosellingMicrosoftproductsandsolutionscalledMicrosoftSolutionSelling(MSS).BecauseBusinessPartnersplayanimportantpartinthesaleofMicrosoftsproductsandsolutions,MSSisnowbeingofferedtoMicrosoftBu
7、sinessPartners.ThispresentationisintendedtocreateanawarenesswithintheMicrosoftBusinessPartnercommunityofMSSforPartnersaswellasadesiretoengage.ItisintendedtobeanOverviewanditisnotintendedtobeaformoftraining.3Solution Selling Version 2001 2001 Sales Performance International All rights reservedCustome
8、rsandcompetitorsdemandwechange:Customerswanttrustedadvisors,notvendorsManycompetitorsfillthatroleWeneedtosellmoretoLinesofBusinessExecs-theyhavethemoneyanddrivemostnewITacquisitionsLOBExecsbuysolutionstotheirbusinessproblems,nottechnologyWearesuccessful,whychange?4Solution Selling Version 2001 2001
9、Sales Performance International All rights reservedBuyerstellmeourservicescosttoomuchandtheycouldntcostjustifythem.”Theywouldntletmeinattherightlevel.”Theconsultantdidntdoagoodjob.”Ilosecontrolofourprospectsattheendofthesellcycle.”Wegotintoolate.”Theprospectdidntknowwhattheywanted.”Wemissedtheneedso
10、fcertaincommitteemembers.”Igetanopportunitystartedandourresellersdroptheball.”Mymanagertellsmewhattodo,NOThowtodoit.”Mycompetitionsellsface-to-facewhilemymanagerforcesmetoselloverthephone.”Managementdemandsdetailedwrittensalesforecasts-dotheywantmetosellorfilloutforms?”Prospectscanbuythesamecapabili
11、tiesfromsomeoneelse,soIhavetooutsellmycompetitiontowinthebusiness.”“SellingDifficultiesCanyourelate?5Solution Selling Version 2001 2001 Sales Performance International All rights reservedItisbecomingincreasinglydifficulttopredictrevenue.”Mysalespeoplearecomfortablecallingtechnicalandendusersbutarein
12、effectivewithexecutivemanagement.”Welosetonodecisionmorethantoanysinglecompetitor.”Onlyafewofmynewhiresdevelopintotopproducers.”Salespeopleneedtechnicalpeoplewiththemontoomanycalls.”Marketingeffortsareoutofsynchwithoursalesefforts.”Salespeopleblamelossesontheproduct.”Assoonasthepipelinelooksgood,pro
13、spectingstops.”Itisdifficulttofindnewopportunities,soweenduprespondingtoRFPswiredforourcompetition.”BythetimeIgetaskedtogetinvolvedtherepisalreadylosing.”Mysalespeopledontknowwhentodisqualify(orqualifyout).”Weselltechnologythatbuyersdontfullyunderstandtohelpthemaddressproblemstheydontknowhowtosolve.
14、”“ManagingDifficultiesCanyourelate?6Solution Selling Version 2001 2001 Sales Performance International All rights reservedObjectivesofMSSforPartnersToenableMicrosoftandMicrosoftBusinessPartnerstoincreasesalesproductivity.Specifically,MSSforPartnersisasalesprocessdesignedtohelp:GenerateinterestGenera
15、teinterestinMicrosoftrelatedofferingsinMicrosoftrelatedofferingsIdentifyanddiagnoseIdentifyanddiagnosecustomercriticalbusinessissuescustomercriticalbusinessissuesCreateCreateadesireforasolutionthatwilladdressacustomerscriticalbusinessissue(s)adesireforasolutionthatwilladdressacustomerscriticalbusine
16、ssissue(s)ChangeChangeacustomersbiasedvisionofacompetitivesolutionacustomersbiasedvisionofacompetitivesolutionCreateCreateavaluepropositionavaluepropositionGainaccessGainaccesstodecision-makingauthorityorinfluencetodecision-makingauthorityorinfluenceDifferentiateDifferentiatethemselvesfromcompetitio
17、n,byhowtheysellinadditiontowhattheysellthemselvesfromcompetition,byhowtheysellinadditiontowhattheysellCloseClosemoreopportunitiesbotheffectivelyandefficientlymoreopportunitiesbotheffectivelyandefficientlyQualifyQualifyeachstepofthesalescycleeachstepofthesalescyclePredictPredictrevenueattainmentmorea
18、ccurately(Randomeventsproducerandomresults.)revenueattainmentmoreaccurately(Randomeventsproducerandomresults.)andappearasonesalesteam.7Solution Selling Version 2001 2001 Sales Performance International All rights reservedMSSforPartnersPositioningThisprocessisbuiltonhowbuyersbuy,whichdifferentiatesit
19、fromothersalesmethods.Itisapplicableforsellingproducts,services,andintangibles.Theprocessisdesignedtohelpdifferentiateyoufromyourcompetitorsbythewayyousell.IntheMSSforPartnersworkshop,participantslearnandpracticeconceptsandjobaidsimmediatelyapplicabletotheirjob.MSSforPartnersistheFieldSalesExecution
20、ModeltodriveMicrosoftIntegratedSolutionSelling(ISS).8Solution Selling Version 2001 2001 Sales Performance International All rights reservedThefollowingslidesaretakenfromtheMSSforPartnersworkshop9Solution Selling Version 2001 2001 Sales Performance International All rights reserved“TalentAssessment”8
21、0%20%KEYTOSUCCESSISPROCESSEAGLESJOURNEYMEN10Solution Selling Version 2001 2001 Sales Performance International All rights reservedIntegrationofKnowledgeandSkillsbytheSellerfor“Eagle”PerformanceWHATBUYERSSHOULDEXPECTFROMSELLERSSITUATIONALKNOWLEDGECAPABILITYKNOWLEDGEPEOPLESKILLSSELLINGSKILLSHOWDOWEINT
22、EGRATE?SituationalFluency11Solution Selling Version 2001 2001 Sales Performance International All rights reservedCURRENTACTIVEREALEVALUATIONS*PowerPersondrivenBusinessissuesdefinedRequirementsonpaperEvaluationteaminplace*NotLookingLookingHOWMANYSHOULDBELOOKING?ConceptualSalesTerritory12Solution Sell
23、ing Version 2001 2001 Sales Performance International All rights reservedRequirementsVendorAVendorBVendorCHowOrganizationsBuy13Solution Selling Version 2001 2001 Sales Performance International All rights reservedSalesProcessFlowchartStartingPointsYesNoNoYesAtPower?Develop/manageEvaluationPlan(sampl
24、eplansteps)-Summarizefindings-ProofofMicrosoftcapabilities-Implementationplan-Developinitialvalueproposition-Determinesuccesscriteria-Legal/technical/admin.approval-ReviewroughdraftproposalYesPre-callplanning/researchStimulateinterestSalescalltodefine“Pains”orCriticalBusinessIssuesDiagnoseandcreatev
25、isionofMicrosoftbiasedsolutionReachfinalagreementIdentifyopportunitiesMeasuresuccesscriteriaLeveragenewopportunitiesAccesstopowerActiveopportunitiesOpportunityassessment/competitivestrategiesReengineervisionwithMicrosoftdifferentiatorsGo?NoOVERVIEWActiveLatent14Solution Selling Version 2001 2001 Sal
26、es Performance International All rights reservedBuyingPhasesNeedsCostProofRiskNeedsPriceProofRisk(PHASEI)DEFINENEEDS(PHASEII)EVALUATESOLUTIONS(PHASEIII)EVALUATERISKLEVELOFCONCERNShiftingBuyerConcerns15Solution Selling Version 2001 2001 Sales Performance International All rights reservedPHASEIIPHASE1
27、PHASEIIIDetermineneedsDoIneedtochange?WhatdoIneed?Howmuchwillitcost?EvaluatesolutionsIstherereallyasolution?Whichonemeetsmy needs?Howdowejustifyit?TakeactionShouldIdoit?Whataretheconsequences?AmIgettingthebestprice?BUYER:DevelopneedsCreateorreengineerbuyingvisionwithbiasQualifybuyingprocessProveDemo
28、nstratehowcapabilitiesmeetbuyervisionFacilitatevaluejustificationCompletethesaleWhynow?Whyus?HelpbuyerdealwithfearofconsequencesSELLER:AlignmentofBuyingandSellingPhases16Solution Selling Version 2001 2001 Sales Performance International All rights reservedProspectingNeedDevelopmentProofManagementBuy
29、ingProcessQualificationBuyingProcessControlNegotiatingClosingALIGNMENTDISQUALIFICATIONVisionCreationVisionReengineeringKeySellingSkills17Solution Selling Version 2001 2001 Sales Performance International All rights reservedMSSSalesProcessFlowchartStartingPointsYesNoNoYesAtPower?Develop/manageEvaluat
30、ionPlan-Summarizefindings-ProofofMicrosoftcapabilities-Implementationplan-Refineinitialvalueproposition-Determinesuccesscriteria-Legal/technical/admin.approval-ReviewroughdraftproposalYesPre-callplanning/researchStimulateinterestSalescalltodefine“Pains”orCriticalBusinessIssuesDiagnoseandcreatevision
31、ofMicrosoftbiasedsolutionReachfinalagreementIdentifyopportunitiesMeasuresuccesscriteriaLeveragenewopportunitiesAccesstopowerActiveopportunitiesOpportunityassessment/competitivestrategiesReengineervisionwithMicrosoftdifferentiatorsGo?NoMSSWITHJOBAIDSActiveLatentNoYesBPBPBPBPBPBPKey points to determin
32、e Business Partner involvement=KeyPlayerListReferenceStoryPainChainPainSheetReferenceStoryInterestCreatingStInitialValuePropKeyPlayersListReferenceStoryKeyPlayersListPainChain9BlockVCModelPainSheetDebriefPQWNegotiatingWorksheetCallPlan9BlockVRModelPainSheetDifferentiationListAnxietyQuestionsDebriefP
33、QWPowerLetterEvaluationPlanCallPlanOpportunityAssessmentWorksheetSponsorLetterPainChainCallPlanSuccessCriteriaReferenceStory18Solution Selling Version 2001 2001 Sales Performance International All rights reservedMicrosoftprovided:Himwiththesecapabilities.Result:Capabilityneeded:(when,who,what)Hetold
34、usheneededawaythat.Reasons:Criticalissue:JobTitle&Industry:Asaresult,resellersdecreasedoverstockingcostsby12%andincreasingoverallsellthruratesthusincreasingprofitsby7%.whenoverstockingoccursresellerscouldrapidlyanalyzethemovementofproductsandreallocateinventoryfromlowtohighsalesvolumestores.Inventor
35、ylevelsincreasedattheresellerlevelwithcorrespondingcost-to-carryandsalesvolumesweredecreasing.DecreaseinresellerprofitsCFO,GeneralBusinessReferenceStory-GeneralBusinessExample19Solution Selling Version 2001 2001 Sales Performance International All rights reservedTIMEPERFORMANCEP=PerformanceM=MoraleP
36、MSalesPerformanceOverTime20Solution Selling Version 2001 2001 Sales Performance International All rights reservedOpenControlConfirmDiagnoseReasonsVisualizeCapabilitiesExploreImpactPAINBUYINGVISIONR1(1)I1(4)C1(7)R2(2)I2(5)C2(8)R3(3)I3(6)C3(9)“FromwhatIjustheard,ifyouhadtheabilityto(summarizecapabilit
37、yvision)couldyou(achievegoal)?”“Whatiftherewereawaywhen,who,what.wouldthathelp?”“Whatifyouwerealsoableto?”“WhatisitgoingtotakeforYOUtobeableto(achievegoal)?”“CouldItryafewideasonyou?”“FromwhatIjustheard(repeatthewhoandhow),itsoundslikethisisnotjustyourproblem,buta_problem!”“Isthis(pain)causing?”“Ifs
38、o,wouldnt(title)alsobeconcerned?”“Besidesyourself,whoinyourorganizationisimpactedbythis(repeatpain)andhowaretheyimpacted?”“So,thereasonsforyour(repeatpain)are?”“Isitbecause?”1.2.3.“Tellmeaboutit,whatiscausingyoutohavethis(repeatpain)?”9-BlockVisionProcessingModel-VisionCreation21Solution Selling Ver
39、sion 2001 2001 Sales Performance International All rights reservedtherearelongdelaysbetweenrunningpromotionsandmeasuringtheresults?Howlongdoesittaketogettheresultsofapromotion?Howoftenarepromotionsrun?Howlongdoesatypicalpromotionrun?Whatarethecostsinvolvedinrunningapromotion?What%areconsideredsucces
40、sful?thediversityofpotentialcustomersanddistributionchannelsaddscomplexityindevelopingmarketingcampaigns?Howmanypotentialcustomers/distributorsdoyouhave?Howmanydifferentmarketsegmentsdotheyrepresent?Howmanyofthosesegmentsareyouabletoreachwithacustomizedmessage?Whatisthedifferenceinreturnbetweenabroa
41、dcampaignversusatargetedcampaign?thereisdifficultyineffectivelycreatingtherightpromotionfortherightaudience?Howoftenarepromotionsrun?Howoftenarepromotionschanged?Towhatextentareyouabletocustomizeapromotion?Doallstoreshavethesameproductmix?Howmanystores?Whattypesofmarkets?Pain:JobTitle&Industry:OurCa
42、pability:ReasonsImpactCapabilitiesIsitbecause;Today?Isthispaincausing.Whatif;Wouldithelpif?Unabletoattractnewcustomers/distributionchannelsVPMarketing,GeneralBusinessBusinessIntelligence1.missedgrowthrates?%?revenuestreamstoerode?#?,%?,$?IstheVPSalesconcerned?revenuestreamstoerode?#?,%?,$?erosionofp
43、rofits?#?,%?,$?IstheCFOconcerned?imageofthefirmtodecline?erodingsharevalue?#?,%?,$?IstheCEOconcerned?2.3.When:Who:What:When:Who:What:When:Who:What:1.duringpromotionsyouhadawaytoanalyzeresults,measuretheeffectivenessofapromotiononadailybasisandmakeadjustmentsintimetoimproveresultsforyourdistributors?
44、developingcampaignsyouhadawaytotargettypesofdistributorsorcustomers,combinethesegroupingsbasedonseasonaltrends,geographicallocation,inventorylevels,buyinghabits(etc.)touseasabasisformoreeffectivecampaigns?planningpromotionsyouhadawaytomodelapromotionseffectivenessbeforelaunchinginordertoexecutecampa
45、ignswiththehighestpotentialforreturnbycustomerordistributortype?2.3.PainSheet22Solution Selling Version 2001 2001 Sales Performance International All rights reservedJan7CompleteJan7CompleteJan14Jan21Jan28Feb4Feb11Feb11Feb11Feb18Feb25Feb25March4March18March25April10OngoingMr.JimSmithPage2DRAFTAsyouno
46、tice,wewillstopandmutuallydecidetoproceedseventimes(ateach*)inthisproposedevaluationplan.PhoneinterviewSteveJones(VPMarketing)PhoneinterviewJimSmith(VPSales)PhoneinterviewJohnWatkins(ITDirector)SummarizefindingstotopmanagementteamIntroduceMicrosoftBusinessPartnerandproveMicrosoftcapabilitiestotopman
47、agementteamPerformdetailedsurveyofcurrentsystemenvironmentandhighlevelbudgetestimateSendMicrosoftlicenseagreementtolegalImplementationplanapprovalbyITDepartmentDevelopdetailedproofofcapabilitiesPresentpreliminarysolutionandcostestimatePresentrefined(initial)valuepropositionAgreeonsuccesscriteriaGain
48、legalapproval(Terms&Conditions)Reviewproposal“roughdraft”PresentproposalforapprovalImplementation(Deployment)kickoffMeasureSuccessCriteria*EventWeekof Go/NoGoBillableYes*YesProposedEvaluationPlan-Example23Solution Selling Version 2001 2001 Sales Performance International All rights reservedSalesProc
49、essFlowchartStartingPointsYesNoNoYesAtPower?Develop/manageEvaluationPlan-Summarisefindings-ProofofMicrosoftcapabilities-Implementationplan-Refineinitialvalueproposition-Determinesuccesscriteria-Legal/technical/admin.approval-ReviewroughdraftproposalYesPre-callplanning/researchStimulateinterestSalesc
50、alltodefine“Pains”orCriticalBusinessIssuesDiagnoseandcreatevisionofMicrosoftbiasedsolutionReachfinalagreementIdentifyopportunitiesMeasuresuccesscriteriaLeveragenewopportunitiesAccesstopowerActiveopportunitiesOpportunityassessment/competitivestrategiesReengineervisionwithMicrosoftdifferentiatorsGo?No
51、OVERVIEWActiveLatentNoYesBPBPBPBPBPBPKey points to determine Business Partner involvement=20%Develop40%Solution60%Proof80%Close100%Deploy10%QualifyQualifyoutandrevisitMSPQualifyoutandrevisitMSP10%Qualify24Solution Selling Version 2001 2001 Sales Performance International All rights reservedOpportuni
52、tyDebriefGuideSponsorName/Title_Pain_Reasons_Vision_Value_PowerName/Title_Pain_Reasons_Vision_Value_ItemstoinspectforverificationCompetitiveStrategy:_ReasonsValueandmeasurementProspectagreedtovisionImpactexploredSponsorCommunicationsentOpportunityAssessmentValueandmeasurementProspectagreedtovisionIm
53、pactexploredPowerSponsorCommunicationsentwithEvaluationPlanUpdatedEvaluationPlanPreliminarySolutionNegotiatingWorksheetconstructed*CustomerEvidenceStepCompletionCommunication Inassignedterritory Meetsmarketingcriteria PotentialSponsoridentified* PainadmittedbysponsorSponsorhasabuyingvision Sponsorag
54、reedtoexplore Accesstopowernegotiated Accesstopowerperson Painadmittedbypowerperson Powerpersonhasabuyingvision Powerpersonagreedtoexplore EvaluationPlanproposed EvaluationPlanunderway Pre-proposalreviewconducted Askedforthebusiness Contractnegotiationinprocess ImplementDevelopProspectQualifySolutio
55、nProofDeployMSSPStepMSSActivitiesCloseWho?Whatagreedupon? Sponsorcommunicationagreedupon* EvaluationPlanagreedupon*Preliminarysolutionagreedupon* EvaluationPlancompleted Proposalissued,decisiondueVerbalapprovalreceived* Signeddocuments*(40%)(60%)(20%)(10%)(0%)(80%)Signeddocuments25Solution Selling V
56、ersion 2001 2001 Sales Performance International All rights reservedPowerVisionValueControlPainTheSuccessfulSalesFormula26Solution Selling Version 2001 2001 Sales Performance International All rights reservedBettercommunicationamongsalesteam-Microsoft&PartnerCommonterminologyBetterqualification/disq
57、ualificationofopportunitiesBetterpredictabilityofrevenueCustomerview-unifiedsalesteamMoreeffectivehandoffbetweenMS&PartnerEarlieridentificationofresourcesneededMoreeffectivedeploymentofexpertiseShortersellcyclesGreatercredibilitywithcustomerMSSPBenefitsforBusinessPartners27Solution Selling Version 2
58、001 2001 Sales Performance International All rights reserved“Thetoolswereveryeffectiveandwouldbegreatforeverydayuseinadvancingrelationships/saleswiththecustomer.”“Outstandingframework:willusetoplananddocumentsalescycle.Implementacrossoursalesforce.”“Ireallywanttoapplythisprocesstomyeverydayselling.U
59、ltimately,IbelievethewholesalesdeptneedstogetonboardwiththeMSSprocessinordertoreallyseeresultscompany-widefromusingtheprocess.” “Overall,Ithoughtthecontentanddeliverywerehandledwell.Eventhisearlyinthegame,IamlookingbackatmyprevioussalesandreviewingwhatIdidandhowIcouldhaveimprovedmyeffortsbyapplyinga
60、process.”“AvaluablecourseextremelyapplicablefortheMicrosoftSolutionsworldasapartnerareselling.Canimmediatelyimplementinpresentopportunities.” “BesttrainingfromMicrosoft.GreattoseethetoolsthatMicrosoftrepsuse.”“Thiscoursewasgreatandhasprovidedmewithextremelyvaluableandapplicableresourcesattherighttim
61、e.Instructorswerefantasticandalongcourseverycompellingandengaging.”“ThiswasthemosteffectivesalestrainingIveattended.Manyseemtoaddressslicesofsalespsychologyorsalesbutthisaddressesthewholeprocesswithmilestonesandspurstoaction.”MSSforPartnersFeedback/Testimonials28Solution Selling Version 2001 2001 Sa
62、les Performance International All rights reservedDay1 KickoffandPositioningforPartners MSSandKeyConcepts Exercise-Identifyingsellingdifficulties MSSandKeyConcepts(contd)-Pitfallsoftraditionalsellingbehavior-Understandingtheprinciplesofpain-Identifyingwhoapprovesthesale CaseStudyWorkshop-BuildingaPro
63、spectProfile-BuildingaPainChain MSSandKeyConcepts(contd)-Understandingthesolution=buyingvision-Understandingabuyerslevelofneed-Howpeople/organizationsbuy-Howbuyerconcernsshiftovertime StimulatingInterestinMicrosoftsolutions-Howtoinitiatesellcycles-HowtousepastsuccesseseffectivelyCaseStudyWorkshop-Bu
64、ildingjobaidstoinitiateasellcycle MSSSalesCallPlan-Howtoalignwithbuyers-HowtopositionMicrosoftsolutions-Howtogetbuyerstoadmitpain DiagnosingandVisionCreation-HowtodevelopneedsbiasedtoMicrosoft-HowtogetbuyerstoownaMicrosoftvision RolePlayanddebrief-VisionCreationEveningAssignmentMicrosoftSolutionSell
65、ing(MSS)PartnerWorkshopAgenda29Solution Selling Version 2001 2001 Sales Performance International All rights reservedDay2 ReviewPreviousDay EnhancingtheBuyersVision-Understandingemotionandmeasuringvalue RolePlayanddebrief-Enhancedvisioncreation CaseStudyWorkshop-Buildingenhancedpainsheets Multi-Pers
66、onVisionCreation-HowtouseMicrosoftspecialists Sponsor/PowerSponsorQualification-Howtocreatesponsors-Howtogetaccesstopowersponsors-Howtonegotiatethesellcycle Elementsofanevaluationplan CaseStudyWorkshop-Powersponsorletterandevaluationplan VisionReengineering-Activeopportunitiesandassessment-Competiti
67、vestrategies-HowtochangeabuyersvisionandbiasittoMicrosoft RolePlayanddebrief-VisionReengineering CreatingAnxietyinaBuyer ReachingFinalAgreement-HowtomanageconcessionsEveningAssignmentMicrosoftSolutionSelling(MSS)PartnerWorkshopAgenda30Solution Selling Version 2001 2001 Sales Performance Internationa
68、l All rights reservedDay3 ReviewPreviousDay ManagingtheMSSprocess-Howtouse/measuremilestones Siebeluserinterface-HowtheprocessintegrateswithSiebel Casestudyteampresentations-Presentation1-Casestudypresentationdebrief-Presentation2-Casestudypresentationdebrief-Presentation3-Casestudypresentationdebri
69、ef-Presentation4-Casestudypresentationdebrief GettingStartedwithMSS Wrap-up/Adjournment/EvaluationsEndofWorkshopMicrosoftSolutionSelling(MSS)PartnerWorkshopAgenda31Solution Selling Version 2001 2001 Sales Performance International All rights reservedMSSforPartnersTolearnmoreaboutMSSforPartnersVisitusat:
