When Microsoft partner, OBS Pty Ltd, identified a need to provide its services delivery team to spot potential sales opportunities, they turned to Carpe Diem Consulting (CDC) for assistance. Carpe Diem delivered a tailored training course that gave their entire field based technical and consulting team the confidence, know-how and framework required to effectively identify and qualify leads in the field and pass them onto the sales team.
Background
OBS is a 100% Microsoft-focused Australian-owned business that helps organisations get value from SharePoint (a Microsoft collaboration tool) through business focused products and solutions. Established in 1999, OBS has grown rapidly – employing over 130 people in offices across Australia and in Seattle, USA.
OBS General Manager, Andy Neumann explained that OBS’s technical and consulting employees were ideally positioned to help the sales team identify opportunities, thanks to their deep understanding of the customers’ environment and regular customer contact. But as these employees typically did not consider “sales” a part of their job, they did not know how to go about it.
The solution
Mr Neumann contacted Carpe Diem Consulting (CDC) who are involved in the Microsoft Partner Development Centre (PDC).
Carpe Diem recommended that OBS staff attend its Opportunity Identification Skills for Field Based Technical and Consulting Personnel course. This course had been commissioned by Microsoft’s Services Division to develop participant’s practical skills in listening and questioning, as well as providing a framework in which traditionally “non-sales” staff could identify, quantify and pass opportunities onto the sales team.
The Results
“Everyone enjoyed the course immensely. The course was delivered on site, in our offices around Australia which resulted in a consistent approach being undertaken for sales opportunity identification. We’ve also set up a system for our delivery staff to now record opportunities for our sales force to follow up on. I look forward to seeing the real-world results of this training and not only increasing our opportunity pipeline, but also improving the quality of leads within,” Andy Neumann said.
The feedback Carpe Diem received from OBS personnel following course participation was also extremely positive, with 95% of all participants being very satisfied and 93% indicating they would recommend the course to others. 90% also said that they learnt new skills and knowledge.
Participant feedback:
“50% common sense (listing etc). The rest was challenging”
“Excellent course!”
“The instructor was very good, likeable & knowledgeable”
