OasisLMS

Duration: 29 minutes Learning objectives: How to future-proof an organisation's sales activity through a process of digital transformation

Head of Sales Sales Directors Sales Management & Leadership Professionals

English-speaking UK and International

The COVID-19 pandemic accelerated the remote selling movement, but the fact is the world was already changing. During the past four years, Microsoft has transformed their sales model and advanced into the era of digital selling. The Microsoft EMEA Digital Sales team consists of 800 people speaking 35 languages. The team is using Microsoft’s own technologies, including AI and machine learning, and is enhancing them with digital selling capabilities to transform their engagement with customers. This approach creates a more personalised sales experience for customers, evolving from selling to relationship building, and was a critical step in driving cloud growth for Microsoft. The digital sales model has also enabled Microsoft’s sellers to transition seamlessly to work from home, as necessitated by the COVID pandemic, with no impact on the customer experience.

Why and how Microsoft undertook a digital selling transformation and what they learned How Microsoft combines the power of salespeople and AI to deliver insights that have changedcustomer conversations How Microsoft sees the future of sales

CPD Points: One

Lisa Dillon – Vice President of Microsoft EMEA Digital Sales Lisa is Vice President of Microsoft EMEA Digital Sales with over 1,000 employees. She is a Council member of the Dublin Chamber, the European Executive Council of the American Association of Inside Sales Professionals (AA-ISP) and the Inside Sales Directors Network. She has over 25 years of experience in a wide variety of industries & functions for well-known blue-chip companies Oracle, BT, Motorola & Accenture, as well as working in an international start-up. She is a highly motivated senior business leader, who is used to balancing the needs of operational and sales excellence with strong business management. Lisa graduated with an MBA, Electronic Engineering degree, and Mathematics degree, all from Trinity College Dublin. She also holds a Diploma in Life & Business Coaching and a Diploma in Company Direction. She was the winner of the Women Mean Business (WMB) Businesswoman of the Year Award 2017 and the Women's Executive Network (WXN) Top 25 Ireland’s Most Powerful Women Award 2018.