The Partner Channel Magazine Winter 2017
The more things change, the more things stay the same. Now that we've had a few months after the Dynamics 365 product launch, this issue takes a look at this concept in a variety of ways; Whether that's how you treat customers or implement tried and true best practices in marketing.
The more things change, the more things stay the same. Now that we've had a few months after the Dynamics 365 product launch, this issue takes a look at this concept in a variety of ways; Whether that's how you treat customers or implement tried and true best practices in marketing.
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NUGGETS<br />
advice<br />
OF<br />
Kevin arms new reps with these golden nuggets of advice:<br />
» Be the first to qualify, be credible, and earn the buyers’<br />
trust.<br />
» Qualification never stops.<br />
» Be in the RIGHT deals.<br />
<br />
Manage it by close ratio: close ratio high, revenue is<br />
there.<br />
» Always understand the compelling event.<br />
<br />
and timeline (BANT) all they want, but you have to<br />
articulate the difference it’s going to make to a person’s<br />
business: Make them more money, avoid risk, justify<br />
the expenditure and disruption to their business.<br />
“When it comes<br />
down to it, people<br />
still buy from those<br />
they know and trust.<br />
For you to be a<br />
trusted advisor, you<br />
must eliminate risk<br />
for the buyer very<br />
early on.”<br />
THEPARTNERCHANNEL.COM | WINTER <strong>2017</strong> 33
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