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- Objective
- Win in midmarket, using telesales
resources
- Challenge
- Too many products
- Too many go-to-markets
- Too little training time
- Solution
- Go-to-Market Telesales Call Guide
- Go-to-Market Sales Guides
- Partner manager training
- Results
- Developed a single, easy-to-navigate
tool for telesales reps to deliver
value propositions for multiple solutions
based on customer interest
- Provided easy-to-digest information
on each solution to accommodate limited
training time of outsourced telesales
reps
- Trained partner managers on joint
selling process
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“The
best call guide I’ve seen in
38 years in the business… A
dream
come
true.”
—Manager, US Telesales, Microsoft
“Can I
get an amen?
The guide rocks.
No more writing call scripts for me.”
—Manager, EMEA
Telesales, Microsoft
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