juliehill

SDR

how to sell microsoft 365?

anyone else in SDR role promoting or selling microsoft 365 for a MSP using cold calling, cold emailing or linkedin? I am having hard time trying to figure out which angles to use to push M365 product to our SMB prospects. Any ideas? thanks in advance.

Julie

🔎 Prospecting

👑 Sales Strategy

☁️ Software Tech

30 comments

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TennisandSales

Politicker

Head Of Sales

you need to learn how to do all of it to be honest.

you need to really nail down what problems 365 is solving first.
what benefits do your customers have after using it?

the use that as your messaging in emails and calls to gauge interest in you prospects

braintank

Politicker

Enterprise Account Executive

I think there problem here is why buy from Julie. SMBs have hundreds of options to buy 365, including directly from Microsoft, so what buy from you?

juliehill

Contributor

SDR

good point

TennisandSales

Politicker

Head Of Sales

Oh yeah great point!!

BrianTracysLoveChild

Fire Starter

Account Manager

Bingo. Who could you talk to inside your company as to why customers transact through you? Time savings? They want a live human not an email address at Microsoft? Would be good to consider the kinds of industries purchasing from you and focus your outreach.

juliehill

Contributor

SDR

thank you

Pachacuti

Politicker

They call me Daddy, Sales Daddy

What EXTRA value do you provide? I can buy 360 directly from M, online, and never have to talk to anyone. So why should I bother with you?

Diablo

Politicker

Sr. AE

Combination of everything. Do you run cadences?

juliehill

Contributor

SDR

sorry not sure what you mean by running cadences?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Have you never been an SDR before? I don't mean this in a bad way, it just seems that you have a job where you have no experience and you're not getting any support. I'm glad you're here, but I'm appalled that they'd hire someone to a role they can't train you into or support you.

BourbonKing

Valued Contributor

VP of Sales

All of the above

juliehill

Contributor

SDR

thank you

braintank

Politicker

Enterprise Account Executive

There are businesses out there that don't already have 365?

juliehill

Contributor

SDR

yes ofcourse

CuriousFox

WR Officer

🦊

Why you why your product and why now.

juliehill

Contributor

SDR

got it, thank you

Mendizo

Opinionated

Sr. Director

Great responses by others, and I would highlight the common thread: why you (your company)?

Having been in the ecosystem, here are a few things (but this really is something you should work internally to make sure you're highlighting what you as an MSP can uniquely bring versus the thousands of MSP's out there).

1. First, focus on the good of why you as an MSP add value to the companies you're targeting. The best MSP's for M365 usually can lean on their industry expertise, their knowledge of specific systems or processes and how M365 fits into that, etc. You can and should sell the capabilities of M365, but that doesn't answer the question of 'why you'. Instead, focus on how your company knows hospitals and their process so well (as an example) that you could help them deploy M365 and fine-tune it at warp speed (this is where you'll need to work internally to ensure it's actually factual, or again catalyze others help you understand what your MSP uniquely brings).

2. Next, help the customer understand why you as an MSP also are valuable when things go wrong. For example, buying M365 directly from MSFT as an SMB and then trying to get Support is... challenging. You as an MSP can provide them a level of support and be there for them (this is why Microsoft gives you as an MSP fat margins). With your company, you know the implementation inside and out, you can help them keep things humming along, and, depending on your pricing, oftentimes MSP's will have everything in support included in the plan.

3. You can help the customer navigate MSFT. While M365 is a suite, there are literally hundreds of options on top of it. For example, Power Platform is to some degree included in M365 (seeded, in other words). But at a certain point a company may need to pay more for it (as they'll see value in it). That can get complicated for an SMB to navigate, so you as an MSP can help them design a plan and roadmap for what exactly in MSFT they should use.

Lots more, but the gist is definitely to answer the question of "why your company, why an MSP in general, and why M365", in that order...

braintank

Politicker

Enterprise Account Executive

Great input!

juliehill

Contributor

SDR

good feedback and pointers. thank you

Sunbunny31

Politicker

Sr Sales Executive 🐰

Are you getting any sales enablement support from your company?

juliehill

Contributor

SDR

I am their first SDR :)

Sunbunny31

Politicker

Sr Sales Executive 🐰

Have you worked as an SDR before? This would be enormously challenging without support from them and without help.

Maximas

Tycoon

Senior Sales Executive

Adding to the valuable mentioned points, I guess also you can go for refreshment sessions your company may have via the training team to advise the best pitches and tricks on the product!
Best of luck bro!!

Kosta_Konfucius

Politicker

Sales Rep

100% talk to the top rep, understand the common pains they are hearing and what makes you different than the competitors

WhoDey

Opinionated

VP of Sales

Yes, yes, and yes...cold calling, cold emailing, and LinkedIn.

jefe

Arsonist

🍁

All of it.

activity

Politicker

VP, Business Development

Take a long, hard look at what value M365 bring to a small business. Think of their pain points and how M365 can assist in solving those issues. Organization is always difficult for a small business, M365 could assist. Just one example.

CRAG112

Valued Contributor

Account Executive

Yikes. Sorry Julie but you might be in what we call a shit situation.

Working in any capacity where you are the distributor, or you are faced with direct competition from Allie’s, well….. do whatever you can to sell but keep looking for a better role.

next thing you know Microsoft will be in your accounts before you and it won’t seem like a coincidence. Because it isn’t.

Hell I would leverage this job to get some connects at Microsoft. At least with them you can bundle.

DesperadoDinero

Valued Contributor

Director, Member Services

If M sells D2C and the product is marked up since it's through a reseller, typically people buy from you because of relationship (tenure doing business) or convenience (simplified add-ons)

ilovemondays

Executive

Senior Account Executive

shit... SDR for such a low ticket... What does SMB mean in your company's book?

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juliehill

how to sell microsoft 365?

30 comments

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