This document provides an overview and contents for a 3-day Microsoft Inside Selling training module. The training is designed to equip sales representatives with core phone selling skills like call preparation, questioning techniques, handling objections, and qualifying opportunities. The module consists of lessons on call structure, effective openings, probing questions, proving value, and next steps. Participants practice skills through role-plays and calling sessions with feedback. The goal is for reps to maximize effectiveness and results from phone interactions.
The document provides an overview of modules for a Microsoft Inside Selling manager training. The training aims to equip managers with skills for coaching sales representatives on the phone. Key topics covered in the modules include motivating teams, dealing with difficult situations, role-playing sales calls, and creating action plans. The modules utilize various exercises, case studies, and games to demonstrate communication skills, objection handling, and providing ongoing coaching to representatives.
This document provides guidance for Inside Sales agents on conducting Account Discovery and Profiling (AD&P) for corporate accounts in FY10. It outlines the background and design principles for AD&P, and provides an overview of the framework including the different elements of Basic, Deployment, Compete, and IO Discovery. Details are given on targets, questions to ask, and where to record the information in Siebel. Resources and tools are also mentioned.
Internationaal privaatrecht en fundamentele rechten. Ipr als instrument ter b...Veerle Van Den Eeckhout
Abstract "Internationaal privaatrecht en fundamentele rechten. Ipr als instrument ter bevordering van respect voor fundamentele rechten?"
Veerle Van Den Eeckhout
This document provides an overview and contents for a 3-day Microsoft Inside Selling training module. The training is designed to equip sales representatives with core phone selling skills like call preparation, questioning techniques, handling objections, and qualifying opportunities. The module consists of lessons on call structure, effective openings, probing questions, proving value, and next steps. Participants practice skills through role-plays and calling sessions with feedback. The goal is for reps to maximize effectiveness and results from phone interactions.
The document provides an overview of modules for a Microsoft Inside Selling manager training. The training aims to equip managers with skills for coaching sales representatives on the phone. Key topics covered in the modules include motivating teams, dealing with difficult situations, role-playing sales calls, and creating action plans. The modules utilize various exercises, case studies, and games to demonstrate communication skills, objection handling, and providing ongoing coaching to representatives.
This document provides guidance for Inside Sales agents on conducting Account Discovery and Profiling (AD&P) for corporate accounts in FY10. It outlines the background and design principles for AD&P, and provides an overview of the framework including the different elements of Basic, Deployment, Compete, and IO Discovery. Details are given on targets, questions to ask, and where to record the information in Siebel. Resources and tools are also mentioned.
Internationaal privaatrecht en fundamentele rechten. Ipr als instrument ter b...Veerle Van Den Eeckhout
Abstract "Internationaal privaatrecht en fundamentele rechten. Ipr als instrument ter bevordering van respect voor fundamentele rechten?"
Veerle Van Den Eeckhout
This document provides guidance on call center procedures. It introduces a three tier customer engagement and relationship model focusing on building relationships through targeted marketing and data validation. It discusses executing activities in Siebel to track customer interactions, with taxonomy used to differentiate activity types. Procedures are outlined for welcoming new customers, ongoing customer support through renewals, and ensuring data quality.
Here are the key points about MMRP Use - True-Ups:
- True-ups is a benefit of Enterprise Agreement contracts that allows customers to install additional products after signing and pay later for future usage.
- This MMRP phase checks if customers have used additional products during the first or second year of the agreement.
- There are 4 touches - 2 at the end of the first year and 2 at the end of the second year. The touches are 60 and 30 days before each anniversary date.
- The touches verify additional usage and allow for cross-sell/up-sell opportunities if the customer is interested in other products.
- The taxonomy and additional info fields help track the agreement and
This document provides guidance for internal PSMs on inputting opportunities in Siebel, including which fields to populate for standard vs. sub-opportunities vs. partner opportunities. It also recommends reviewing the activation kit, creating logins for partners, and contacting specific people with any questions about the activation kit, PSPs, or reporting.
This document discusses Firefox's latest release of version 11 which includes new features like Page Inspector 3D View nicknamed "Tilt" that uses WebGL-based visualization. It also mentions that Firefox aims to become the world's number-one browser someday and notes challenges for web designers and developers in the future from StatCounter's CEO. The document focuses on digital audio/podcast assignments for a web design course.
The document discusses the production of a music video. It describes using Final Cut Express to edit video footage from an HD camera, including a focus group, animatic, and final music video. Effects were added to make it look like a professional music video. An iMac was used for editing footage as well as accessing websites to support various aspects of producing the music video.
This document discusses analyzing how news and rumors spread on social media, particularly analyzing how a rumor of a bank run spread on Twitter. It provides examples of how both expected and unexpected events travel differently online and examines data related to how a rumor of an Associated Press account being hacked impacted various social media publishers.
Este documento resume los principales programas de licenciamiento de Microsoft, incluyendo licencias OEM, FPP, Open Value y Volume Licensing para pequeñas, medianas y grandes empresas. También describe las opciones Get Genuine para legalizar copias no genuinas de Windows, así como los elementos clave de una licencia como el contrato, COA y soporte.
This document discusses product and price management. It covers topics such as product mix, new product development, product life cycles, pricing objectives, pricing strategies, and responding to competitors' pricing actions. The key points are:
1) A company's product mix considers the number of product lines, individual products, and variations of each product.
2) New product success rates are low, with most new products being improvements on existing concepts.
3) Products go through different stages in their life cycles from introduction to growth, maturity, and decline.
4) Setting prices involves determining objectives, demand, costs, competitors, and selecting a pricing method.
5) Pricing strategies include discounts,
Simplify and run your development environments with Vagrant on OpenStackB1 Systems GmbH
Vagrant can be used to create and configure lightweight, reproducible development environments on OpenStack. Key objectives of Vagrant include portability, unification, reusability and reproducibility of environments. The vagrant-openstack-provider plugin allows defining OpenStack resources like flavors, images, and networks in the Vagrantfile and then using Vagrant to provision and manage virtual machines on OpenStack.
This document provides information on voter eligibility and voting locations for residents of Phoenix, Arizona. It states that to vote in Arizona you must be 18 years or older, a US citizen, an Arizona resident for at least 29 days, not convicted of a felony or declared incapacitated, and registered to vote at least 29 days before the election. It then lists over 20 specific polling locations around Phoenix where residents can cast their ballot on election day. It also notes that a national mail voter registration form can be used to register to vote in federal elections from any state. The document concludes by reminding voters to bring valid photo ID to the polls.
This document provides an overview and contents for a 3-day Microsoft Inside Selling training module. The training is designed to equip sales representatives with core phone selling skills, including call preparation, questioning techniques, handling objections, and qualifying opportunities. Trainees will practice skills through role-playing and dedicated calling sessions with feedback. The module covers call opening, probing customers' needs, proving value, and advancing opportunities to closing.
This document provides guidance on call center procedures. It introduces a three tier customer engagement and relationship model focusing on building relationships through targeted marketing and data validation. It discusses executing activities in Siebel to track customer interactions, with taxonomy used to differentiate activity types. Procedures are outlined for welcoming new customers, ongoing customer support through renewals, and ensuring data quality.
Here are the key points about MMRP Use - True-Ups:
- True-ups is a benefit of Enterprise Agreement contracts that allows customers to install additional products after signing and pay later for future usage.
- This MMRP phase checks if customers have used additional products during the first or second year of the agreement.
- There are 4 touches - 2 at the end of the first year and 2 at the end of the second year. The touches are 60 and 30 days before each anniversary date.
- The touches verify additional usage and allow for cross-sell/up-sell opportunities if the customer is interested in other products.
- The taxonomy and additional info fields help track the agreement and
This document provides guidance for internal PSMs on inputting opportunities in Siebel, including which fields to populate for standard vs. sub-opportunities vs. partner opportunities. It also recommends reviewing the activation kit, creating logins for partners, and contacting specific people with any questions about the activation kit, PSPs, or reporting.
This document discusses Firefox's latest release of version 11 which includes new features like Page Inspector 3D View nicknamed "Tilt" that uses WebGL-based visualization. It also mentions that Firefox aims to become the world's number-one browser someday and notes challenges for web designers and developers in the future from StatCounter's CEO. The document focuses on digital audio/podcast assignments for a web design course.
The document discusses the production of a music video. It describes using Final Cut Express to edit video footage from an HD camera, including a focus group, animatic, and final music video. Effects were added to make it look like a professional music video. An iMac was used for editing footage as well as accessing websites to support various aspects of producing the music video.
This document discusses analyzing how news and rumors spread on social media, particularly analyzing how a rumor of a bank run spread on Twitter. It provides examples of how both expected and unexpected events travel differently online and examines data related to how a rumor of an Associated Press account being hacked impacted various social media publishers.
Este documento resume los principales programas de licenciamiento de Microsoft, incluyendo licencias OEM, FPP, Open Value y Volume Licensing para pequeñas, medianas y grandes empresas. También describe las opciones Get Genuine para legalizar copias no genuinas de Windows, así como los elementos clave de una licencia como el contrato, COA y soporte.
This document discusses product and price management. It covers topics such as product mix, new product development, product life cycles, pricing objectives, pricing strategies, and responding to competitors' pricing actions. The key points are:
1) A company's product mix considers the number of product lines, individual products, and variations of each product.
2) New product success rates are low, with most new products being improvements on existing concepts.
3) Products go through different stages in their life cycles from introduction to growth, maturity, and decline.
4) Setting prices involves determining objectives, demand, costs, competitors, and selecting a pricing method.
5) Pricing strategies include discounts,
Simplify and run your development environments with Vagrant on OpenStackB1 Systems GmbH
Vagrant can be used to create and configure lightweight, reproducible development environments on OpenStack. Key objectives of Vagrant include portability, unification, reusability and reproducibility of environments. The vagrant-openstack-provider plugin allows defining OpenStack resources like flavors, images, and networks in the Vagrantfile and then using Vagrant to provision and manage virtual machines on OpenStack.
This document provides information on voter eligibility and voting locations for residents of Phoenix, Arizona. It states that to vote in Arizona you must be 18 years or older, a US citizen, an Arizona resident for at least 29 days, not convicted of a felony or declared incapacitated, and registered to vote at least 29 days before the election. It then lists over 20 specific polling locations around Phoenix where residents can cast their ballot on election day. It also notes that a national mail voter registration form can be used to register to vote in federal elections from any state. The document concludes by reminding voters to bring valid photo ID to the polls.
This document provides an overview and contents for a 3-day Microsoft Inside Selling training module. The training is designed to equip sales representatives with core phone selling skills, including call preparation, questioning techniques, handling objections, and qualifying opportunities. Trainees will practice skills through role-playing and dedicated calling sessions with feedback. The module covers call opening, probing customers' needs, proving value, and advancing opportunities to closing.
