Microsoft SMB High Impact Prospect Engagement

8/13/2019 Microsoft SMB High Impact Prospect Engagement

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High Impact ProspectEngagementMark StuytPartnerworks


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Over 25 years of professional sales experience

Microsoft

SAP, PeopleSoft

PrincipleSales/Sales Leadership Practice

Business Transitions On-Premise to Cloud

Sales Leadership/Sales Process Design

Microsoft Programs

Office 365 Business Transformation Workshops Office 365/Microsoft Dynamics CRM Online

Engagement (US/WW)

Authored Microsoft Accelerated Selling Methodology

Mark Stuyt


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Changing BuyerBehavior

Our Focus.....

Setting Up for

Success in theCloud

Packaging &

Delivery of CloudServices

Marketing CloudServices

Accelerate theSales Cycle

High ImpactProspectEngagement


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Accelerated Sales Process


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Communications

Introduction E-mailEngagement Opening

Voicemail

2nd/3rdE-mailsAlignment E-mail


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Before You Begin

What are the most compelling features orattributes of your solution set?

What specific customer needs does your

solution set satisfy?What does your organization offer that yourcompetitors do not?

Know the business issues of your target industryKnow the business issues of the individual youare calling

Treat gatekeepers with respect


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E-mail Engagement


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E-mail Engagement Structure

Less is more!Opening Line is critical! (interruption) What is the hook?

Why open it?

Why will the prospect respond? Fear

Greed Curiosity

Call to action


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Ineffective Introduction E-mail

Subject Line: Your Acme Systems ContactHi John,

I am following up on your Microsoft Office 365 trial registration and wouldlike to introduce myself as your primary contact for any questions or

challenges you might have during your evaluation.Acme Systems is a gold certified Microsoft partner and a Microsoft CloudChampion with over 20 years experience working with MS platformproducts.

Please give me a call at your convenience at (XXX) XXX-XXXX to reviewyour project requirements and timeline.

Sincerely,

XXXSales Representative


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Effective Introduction E-mail

Subject Line: Critical Microsoft Office 365 Trial Support InformationHi John,

Thanks for expressing an interest in Microsoft Office 365! As Acme SystemsOffice 365 solution specialist Id like to speak with you to better understand

your trial expectations and project objectives to determine how I can be ofassistance.

While every organization and project is unique, some of the benefits thatmany of our clients have realized are:

Reduced IT costs/risk

Improved anti-virus protection Business class e-mail

I will be reaching out in the next 48 hours to share with you how Office 365facilitated these benefits for many of our clients. Alternatively, pleaseforward a day/time that works best for you.

Sincerely,Office 365 Solution Specialist


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Engagement Openings


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Ineffective Opening

Good morning John, this is Peter Smith callingfrom Acme Systems, a gold certified Microsoftpartner. I am following up on your Office 365

trial registration. Do you have some time totalk?


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Effective Opening

Good morning John. This is Peter Smith callingfrom Acme Systems, following up on YOURrecent Office 365 trial request.

Microsoft forwarded your contact information tous specifically because of our deepunderstanding of Professional ServicesOrganizations.

Do you have some time to share what led youto exploring a new e-mail system?


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Effective Opening

Good morning John. This is Peter Smith callingfrom the Acme Systems on behalf of Microsoft,following up on your recent Office 365

information request.The purpose of my call today is to determinehow I can be of assistance in support of yourtrial evaluation.

Is now a good time to talk about what led youto explore a new e-mail system?


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Voicemail Engagement


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Voicemails

Tempo is too fastAlways too long

Sound bored, nervous, excited

92% of outbound call end in voicemailSenior executives seldom respond/reply

Always preface a voicemail with an e-mail

Less is more (20 seconds maximum)


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Voicemails

Opening Line is critical! Capture attention

Credentialing

How are you different?

Why will the prospect respond? Greed (whats in it for them, what value do you bring?)

RelevanceCall to action I will call you!

Do not rush through the phone number


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Ineffective Voicemail

Hi John , this is Peter Smith calling from AcmeSystems, a gold certified Microsoft cloud partner,regarding your Office 365 online trial.

Im calling to better understand your functionalrequirements as well as your role in the project.

My number is XXX-XXX-XXXX, please return my callat your earliest convenience.


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Effective Voicemail

Good morning John, this is Peter Smith calling fromAcme Systems on behalf of Microsoft.

The purpose of my call is to better understand yourinitiative so that I can forward you the appropriatetrial support guide.(Optional) I would also like to share with you howsome of our Professional Services clients haveleveraged Microsoft Office 365 to improve projectprofitability and accelerate the onboarding of newconsultants.

I can be reached at (XXX) XXX-XXX, again thats PeterSmith from Acme Systems at (XXX) XXX-XXXX.


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Follow Up E-mail Rhythm


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E-mail Rhythm

E-mail #1 Credentialing message (curiosity)E-mail #2 Value message (gain)

E-mail #3 Closure message (fear of loss)

10 12 day cycle


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E-mail #1 Credentialing Message

Subject: Connect with a Microsoft Office 365 Solution SpecialistJohn,

I am following up on my recent voicemail in support of your Microsoft Office365 trial evaluation. My role as an Office 365 solution specialist is to ensure yourtrial experience is as meaningful, informative and efficient as possible.

To that end, I would like to coordinate a time to provide some guidance thatshould accelerate your initial setup as well as direct you towards some PSOspecific content (best practices, case studies, videos) to ensure you get the mostout of your Microsoft Office 365 trial.

I have also included links to two important sites that I believe you will findinsightful.

Your Office 365 home page Click Here

Microsoft Deals and Offers Click Here

If there is an ideal time to connect please provide me with a date/time thatworks best for you.

All the best,

Office 365 Solution Specialist
https://portal.microsoftonline.com/http://www.microsoftbusinesshub.com/Deals_Offershttps:/microsoftincentives.com/http://www.microsoftbusinesshub.com/Deals_Offershttps:/microsoftincentives.com/https://portal.microsoftonline.com/


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E-mail #2 Value Message

Subject: Compelling PSO Case StudiesJohn,

Further to my voicemail of this week, I look forward to speaking with you soonto discuss your Microsoft Office 365 trial expectations, project objectives andmigration questions.

Additionally, I would share some insights into how other companies haveleveraged Office 365 to:

Improve utilization through improved internal and external communications

Reduce travel costs

Accelerate estimate creation

Please provide me with a date/time that works best for us to connect live.In the meantime, be sure to take advantage of our informative demo siteandextensive library of case studiesfor insights into how other companies similar toyours have unlocked the value of Microsoft Office 365.

All the Best,
http://crm.dynamics.com/en-us/featured-customershttp://democrmonline.com/http://crm.dynamics.com/en-us/featured-customershttp://crm.dynamics.com/en-us/featured-customershttp://democrmonline.com/


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E-mail #3 Closure Message

Subject: Last Chance to Discuss Your Microsoft Office 365 TrialJohn,

To ensure you are aware of all of the resources developed to support yourMicrosoft Office 365 trial experience I have attempted to reach out a fewtimes to schedule a conversation.

Unfortunately, the business challenges that compel many organizations toexplore Microsoft Office 365 often get in the way of the trial evaluationprocess itself; which I suspect may be the case with your organization

My experience is that most companies benefit from a short conversationwith a Microsoft Office 365 solution specialist during their trial as there isoften a lot to consider and evaluate in advance of making an informeddecision.With that, I wanted to reach out one last time prior to closing your file. Ifyou would prefer to stay engaged, please feel free to connect with medirectly at (XXX) XXX-XXXX, or reply with a time that works with yourschedule.

All the best,


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Alignment E-mails


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Alignment E-mail

Primary Business DriverBill,

Thank you again for taking the time to share your business objectives and e-mailproject goals with me today. What I took away from our conversation is that theprimary challenges driving your project are:

Current ISP mail does not provide adequate archiving

Shared company files are hard to locate and manage

It is difficult to quickly onboard new consultants

IT support is becoming increasingly complex and expensive Not all consultant smart phones and tablets can access company data


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Alignment E-mail

Desired CapabilitiesBased on these challenges, you suggested that the primary capabilities you arelooking for are:

Hosted (cloud) e-mail service that can add/subtract users as required

Easy to manage structured internal file sharing

Web conferencing

Ability to share project documents and view consultant schedules

Internal and external instant messaging to multiple devices types


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Alignment E-mail

Anticipated ImpactYou suggested that with these capabilities your organization would:

Improve compliance and reduce business risk

Improve estimating accuracy by 5% Experience same day consultant onboarding

Avoid a capital investment in server infrastructure

Improve consultant productivity and utilization by 3%

Lower IT costs by 3%

.


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Alignment E-mail

Next StepsI look forward to working together over the next 3-4 weeks to determine howMicrosoft Office 365 can address your project objectives. The next steps in thisprocess are:

Facilitating a mutual discovery session with John Smith.

Completing, returning and reviewing our migration assessment

Reviewing your Microsoft Office 365 trial experience

Mutually determining if your organization would benefit from a Microsoft Office365 solution demonstration.

Please confirm my understanding of our conversation, or clarify/add to what I havecaptured above, at your convenience.

Best regards,

Mark Stewart

Microsoft Office 365 Solution Specialist


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Summary

Less is more.Every communication should stimulate curiosity,benefits (greed) or risk reduction (fear).

Always focus on prospect valueExperiment with new approaches

Microsoft SMB High Impact Prospect Engagement

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