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01 Executive 04 Demand 09 Hiring & 23 Sales 44 Technology & 51 Resources 55 Directory
Demand
Sales
Technology &
Executive
Hiring &
Directory
Resources
Management
Training
Generation
Experimentation
Summary
Summary
Experimentation
Management
Training
Generation
Sales Management: Opportunity Qualification and Call Strategy
Opportunity Management
is the process of converting

leads to opportunities

and capturing the

need in an opportunity.

Once converted, and with the need uncovered, a lead
can then be routed to a partner. A well-managed
pipeline takes collaboration of the entire team as well as
the right tools and soft skills to nurture and convert

prospects into opportunities. A healthy pipeline is Confidential. For Microsoft Office 365 Internal and Channel Partner use only.
essential if a BPA and team are to reach weekly, monthly,
and quarterly revenue commitments. Sales Managers
and Pipeline Managers should review opportunities with

BPAs to ensure that the opportunity meets the
program’s standards.

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