Editor's Note: This episode is sponsored by Ingram Micro Cloud.
The coronavirus pandemic has become a core element of Microsoft's FY21 cloud strategy. And the company now expects their partners to align with goals around remote and returning workers, industry specialization, and digital transformation.
While that vision rings true in many ways, it presents challenges for sellers in the Microsoft channel who need to adapt what they sell and how they sell it. Mark Stuyt, chief engagement officer at Neural Impact, a sales and marketing consulting firm that applies behavioral economics, neuroscience, and persuasion psychology to the customer acquisition process, joins us to talk about the transformation that sales teams themselves should consider to close new business in this challenging climate.
Some selling techniques remain unchanged today, but Mark also emphasizes novel tactics like selling via Teams, using video at key times, thinking more about the advantages of industry specialization.
To learn more about today's sponsor, Ingram Micro, and their partner services please visit https://microsoft.ingrammicrocloud.com/dynamics/.