Winning Teams and Its Importance in Today’s Market with Shane Parsons

Winning Teams and Its Importance in Today’s Market with Shane Parsons

Shane Parsons


FULL SHOW NOTES
https://podcast.nz365guy.com/81

  • Professional and career background, working in Dynamics and the field of business applications. 
  • Personal background – family, interests outside of work 
  • What has kept Shane in the industry for 20+ years 
  • Experience – building IP over the traditional SI type business 
  • What constitutes a successful team and the key roles for a strong SI type business to start within the Dynamics or Power Platform space 
  • Key resources at the bid process 
  • Key ingredients in building winning teams 
  • How to create a winning culture in the team and achieve the next level of game or goal in the practice 
  • Engaging with Microsoft as the vendor  
  • The value that accolades/awards play in winning new business 
  • Process in validating whether an opportunity is legitimate or not and whether it’s one you can pursue 
  • Working and engaging with staff and ensuring that the right voice has come through at the right point — constructing a team, so people know when to say nothing or when to jump in 
  • Key roles in sales engagement and what makes a successful sale 
  • Role of presales in winning an opportunity; presales vs BDM/sales role 
  • Changes in the past 10 years – buying behaviours, engaging in sales 
  • How change management is critical in the successful implementation of projects 
  • Keeping a team up to speed on the cutting edge of learning skills in Dynamics 
  • Thoughts on competing with Salesforce and creating an appetite for adopting Microsoft business apps suite among clients 

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Shane Parsons

As Director of the Microsoft Business Group for KPMG, Shane Parsons is responsible for driving strategic direction, managing the executive vendor relationship, ensuring his sales and delivery teams deliver successful customer solutions to market and the financial growth of the business.

With over 20 years of experience in IT Sales and Sales Management in both the UK and Australia, Shane has helped KPMG win multiple awards at a national and global level and strives to deliver innovative solutions that make a real difference.

A leader in advisory, solutions and managed services, KPMG cultivates innovation, digital, mobile and design-led business and technology capability to empower organisations across all industry sectors. With 6,700 people, including over 400 partners, with 13 offices around Australia, KPMG promotes and delivers next-generation customer-centric outcomes for our clients.