We have highlighted 5 effective tips based on the new sales approach that will help you in selling new implementations right away:

1. Restructure the sales process

Investing more in building the competencies of salespeople will help to align the expectations of both customers and implementation teams already in the sales phase of the project. Account managers, who keep a close connection with the customer, are much more capable of uncovering the true needs and pain points of customers. And they can also make better assessments about the best relationship-building activities that should be applied to each customer. Creating a common strategy for developing together with your customers is a must, as they will be able to benefit from your technical competence, merged with your understanding of their business. This approach, coupled with your technical and implementation capabilities, will bring the highest value to your customers.

2. Become a trustful adviser

This is imperative regardless of how many years you have been in the CEE market or been with the same company. If we look at the CEE market, every Dynamics Partner is operating in the local competitive market, and as a golden rule, these are quite small markets. Where everyone knows everyone. When you are operating in the CEE market in the Dynamics business, it is important to have a trusted relationship with the existing Dynamics Partners who know that they can rely on you. It takes longer to close on the big projects, but it is worth it as it enables you to build a stable pipeline for the next few years.

3. Treat customers as part of the team

When starting a new project, it is important to ensure that the customer feels as though they are a part of the project team and feel completely involved in the project management from day one. The situation on the market today is very different than we used to see five years ago because there are more educated and involved customers, who want to take a more active part in the project. Therefore, the project begins once you start discussing the opportunities with the customer because if you have sold two big projects, but the third one failed – you won’t be selling anymore in the future.

4. Involve all stakeholders from the Customer’s site

The customer’s involvement is mandatory as you will be working very closely with your customers by forming project teams that have to work together to deliver the project successfully. The customer has to provide an empowered and highly competent project manager and involved team. You place a large portion of the responsibility for project success on your customer. So, there is no way out for either company – it is important to trust each other and work well together. All stakeholders need to be on board from day one.

5. Add Value with a Teaching element

You should always think of what value you can add in terms of new information that you can impart, as this is always rewarding. You’re supposed to be very innovative and have the ability to talk about the overall IT strategy with the customer. The customer is not only upgrading from one version to another – the customer is building the overall IT infrastructure from a cost perspective and is thinking about how they will be able to implement the solution. Also, try to find the optimal way to communicate for your customer, especially if you come from different cultures. If the customer is new to you, and you need some help or advice, Companial is always here to help and we’re happy to share our experience of creating the best partnerships and share the best Microsoft project and sales innovations that we have available in the market.

These tips are proven by the panelists from the latest discussion on the new sales techniques to help you in building a solid strategy. With this sales approach, you will be able to handle even the toughest and biggest implementations.