2020_BEC_FlipBooks

F20_Castleberry_Selling11eFlipbook_11-6-20

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P R O F I L E "Every customer that I speak with has a pain point that they need a solution for. To find the right solution, I must be adaptive." Rachael Prozinski, Microsoft As a graduate of the University of Minnesota Duluth, I com- pleted my undergraduate degree in Business Marketing with a minor in Communications. With that being said, I knew my pas- sion was powered by sales and I was part of the first group to complete the Selling Certificate at UMD. My sales journey started with Dr. Castleberry in Fundamentals of Selling, then continued on to Advanced Selling and Sales Analytics. These courses provided an exceptional fundamental base in sales knowledge that propelled me into my career. Within the Fundamentals of Selling class, we were tasked with creating a sales role play for a product of our choice; I chose carefully and went with Microsoft's O365. This role-play practice tactically helped me land an Inside Sales role with Microsoft a year later when I had to pitch and sell O365 to Microsoft itself. As an Azure Applications and Infrastructure Solution Specialist, my job is to become a trusted advisor to my customers. That could mean helping them understand their cloud journey, optimizing their current infrastruc- ture, or articulating their Azure benefits. My coverage spans throughout the entire United States, focusing solely on managed education customers in the mid-sized market. This segment includes a mix of both K-12 accounts and higher education. As one may imagine, school districts may have a different pain point or prob- lem than a university. This means that I must dig deeply to understand what the correct solution may entail. To be successful in my role, I must engage in adaptive selling, flexible relationship styles, and knowledge build- ing. Every customer that I speak with has a pain point that they need a solution for. To find the right solution, I must be adaptive. This means that as a salesperson, I must adapt my style to different situations and chal- lenges that are presented. The first way that I must adapt revolves around the customer's social style. For example, if I were to engage in a conversation with a person who had an Analytical social style, I would focus on presenting numbers and evidence showing how Azure would solve their problem. However, if I were pre- senting a solution to an Expressive customer, I would show testimonials around Azure and how it will help them. Being aware of who you are selling to is a huge part of being successful in sales. The second way I adapt revolves around the customer relationship. To get more granular, the amount of involvement I have with each customer may vary and change. Some of my accounts wish to have weekly cadences to help with their projects, and some may want to touch base once a month. I must adapt and under- stand what each customer prefers to ensure that I am providing the value they need. By respecting customers and giving them the flexibility to craft their own success plan with my team, I gain endless amounts of trust. The last piece to the puzzle is knowledge. To be successful at selling your product, you must focus on building both your industry and product knowledge. I do this by passing technical certifications around Azure as well Courtesy of Rachael Prozinski 124 CHAPTER 5: Adaptive Selling for Relationship Building

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