Last Updated 12 Sep 2025This workshop equips sales teams to apply Microsoft AI capabilities within the MCEM methodology for higher win rates. Participants will explore AI-driven customer insights, value-based selling models, and industry KPI alignment, while mastering technical storytelling and business case creation to close opportunities with precision and impact.
Duration - 4 Hours
Level - Beginner
Style - Self paced
Course Type - Sales Ready
Certification - No
Hands on Labs - No
Solution Areas - AI Business Solutions (ABS), AI Workforce, Copilot and Agents at Work
ESI Course Code - DW-500
The MCEM and MAPS framework empowers AI-powered selling by guiding sellers to listen and consult, explore customer context, and use storytelling to disrupt conventional thinking. It emphasizes co-creating a shared vision with customers and qualifying opportunities to maintain momentum and drive stronger engagement.
Value Selling and the Seven Elements focus on planning with the end in mind, building strong relationships, and fostering effective communication. It equips sellers with a customer conversation guide to explore alternatives, drive commitments, and deliver meaningful outcomes.
Successful selling starts with knowing your customer and industry, developing a compelling value story, and identifying relevant KPIs. It also involves preparing for customer conversations and building a strong business case to demonstrate impact and drive decisions.
This module covers using Notebooks in Copilot for discovery, paired with technical storytelling to engage customers effectively. It also addresses negotiation, handling objections, and concludes with clear next steps to drive successful outcomes.
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