What tired Microsoft reps really want from you
Hint: it’s not about fancy decks or big promises. It’s about trust, timing, and a little humor.
Happy Sunday!
About to run to a couple of muddy baseball games with my 9 year old.
A few thoughts from this week’s SMC event in Dallas:
1/ Microsoft sellers are worn out, beaten down by micromanaging bosses and have sky-high quotas
2/ They have less time than ever to prospect…it’s all being sucked up by process and admin work
3/ They want to work with a handful of trusted partners
4/ They are prioritizing partners who make their job easier and make them laugh
This should tell you a few things:
Be easy to do business with.
Show up on time.
Build business cases.
Create simple offers.
Be responsible.
Prospect FOR them.
Send an uber-customized DM to a key stakeholder.
Send an email with the rep on it, introducing yourself to a contact the MS rep knows (with their permission).
Introduce the rep to someone YOU KNOW in one of their accounts.
Do good work.
I love winning deals.
But I love when my clients receive the benefits I told them they would get, better.
So does your MS counterpart.
You have to influence delivery as part of sales - you just do. Do it.
Cut up a bit.
Have some fun with them.
Crack a joke.
Be interested in their personal life.
Talk about things other than work.
If this resonated, let me know.
And if you’re not sure how to do these things - hit me up & let’s talk.
Happy Co-Selling,
Matt Barron