We are excited that our new course - Opportunity Identification Skills for Technical & Consulting Resources - has just been accepted into the curriculum of courses available to Microsoft personnel.
The objectives for this course include:
- Enhance ability to identify and qualify new/existing opportunities whilst undertaking client projects – to improve personal utilisation, or the utilisation of other on-site services personnel, or indeed to assist progress other (non-services) sales campaigns
- Understand the various roles for on-site services delivery personnel in identifying and qualifying opportunities
- Improve personal skills relating to listening and questioning
- Provide additional customer value by proactively identifying and (ideally) acting on Points of Pain being suffered by the customer
- Obtain sufficient understanding of opportunity identification and development processes to provide feedback on personal development aspirations (if any) in this regard
The following Slideshare - which runs for just over 8 minutes - outlines the course content:
Program elements include:
- participant pre-reading - key drivers and pain points for line of business functions (sales, operations etc) and industries (financial services, Government etc)
- participant pre-course questionnaire (to understand their preconceptions in relation to the sales process, and to precisely identify their requirements from the program)
- pre-course management briefing (to assist line managers work with participants after the course to successfully implement course concepts)
- provision of customised master student workbooks
- on-site course facilitation
- collation and provision of post-course feedback
Please - do email the course's author Bruce Rasmussen if you have any comments or questions.
Click here to REGISTER
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