Training content for IT Sales and Marketing Staff
- Purchasing process
- Awareness Stage
- Planing and Consideration
- Build
- Operate
- Discussion of personas
- PM
- Developer
- Sharepoint
- BizTalk
- Consulting firm / Subcontracting target
- Standard pitch to personas
- Q&A: what would you pitch to persona xxx
- Offshore vs Onshore
- How the pie is split
- Offshore is generally a delivery engine
- Overall sales process
- Products vs Services
- Onshore vs. Offshore
- Importance of relatinoship and trust
