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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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