After the morning Microsoft Connections Event… after the TS2 Event is a nighttime Partner event:

For print, use and Event Code: 113094

Join us to have a special Partner training event !

Suzanne Lavine, Community Partner Manager will be the featured guest at SMBTNFresno held at the Fresno Airport Holiday Inn
Clinton and Gateway in Fresno, CA on the 16th starting at 6:30 p.m…her agenda is as follows:
6:00 – 6:15 Open, Partner Group Business
6:15 – 7:15 Solution Selling
7:15 – 8:00 Elevator Pitch Workshop
8:00 – 8:55 Presentation Skills Training
8:55 – 9:00 Close
Introduction to the Microsoft Solutions Sales Process
Gain understanding of the basic principles of solution selling, account management, forecasting and pipeline management.

Objectives for this session
Understand how Microsoft views the sales process
Sales Cycle Stages
Key Steps
The Sales Funnel
Fundamental tenets of Solution Selling – PPVVC – Pain, Power, Vision, Value, and Control
Basic Principles
Understanding Pain
Microsoft Solutions Sales Process, Session 2
Objectives for this session
Review briefly
Understand how Microsoft views the sales process
The Sales Funnel
Fundamental tenets of Solution Selling – PPVVC – Pain, Power, Vision, Value, and Control
Understanding Pain
Stimulating Interest
Prospecting Basics
Key Players
Interest Creating Statements
Interest Creating Letter
Reference Story
Customer Evidence Reference Database
Introduction to Initial Value Propositions
How to Promote Your Company In the Shortest Amount of Time!
What is an elevator pitch? A way to successfully describe your company in the time you have available whether 1 min, 5 min or 15 min to varying audiences.
This training session will focus on how to create a professional, succinct, and meaningful elevator pitch. Walk away with an elevator pitch custom to your company!
Course Agenda
Why an elevator pitch?
Defining your company in marketing terms: the elevator pitch
Know your audience: points of differentiation
Working session/exercise on points of differentiation
Know your audience: target marketing
Working session on elevator pitch
Presenter for Presentation Skills and Elevator Pitch sessions: Suzanne Lavine, Community Partner Manager on the Northern California SMS&P team, has been with Microsoft for 11 years in a variety of roles including Partner Account Manager and 5 years as a Microsoft Sales Manager. Prior to working at Microsoft, Suzanne held sales positions at Honeywell Information Systems, DataPoint; and worked as a Marketing Manager and Product Manager at 800-SOFTWARE and BaronData, respectively.
Presentation Skills Training
Overview of key points for successfully presenting in front of small or very large groups. This will be a very interactive session; come prepared to listen, learn and practice!



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