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Editor's Note: This episode is sponsored by
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
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
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
To learn more about today's sponsor, Ingram Micro, and their
partner services please visit
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