Summary

In today’s economic environment, where negative news bombards us every day; where clients hesitate in making buying decisions and where intense competition ensues for each and every client, it is crucial that sales professional develop the right mindset, clearly communicate the value of their company’s expertise, separate themselves from the rest of their competition, and become problem solvers.

This workshop will show them how.

• Build relationships and “trust”
• Prospect in such a way that differentiates them from the rest of their competitors while generating quality results not quantity
• Link business priorities and opportunities to their company’s products and services offerings
• Understand the different levels within an organization and properly align their company’s offers with their client’s personal and professional needs
• Build visibility and relevance across the scope of decision makers and influences in an account or targeted prospect
• Identify and/or create opportunities then understand how to cultivate the opportunities
• Understand internal and external “forces” which affect the ability to close business
• Utilize vendor partnerships to drive their company’s sales objectives

Our process is vendor neutral and instead focuses on the business value of technology. Sales Professionals who attend the workshop will be able to apply these techniques to any business-to-business sales situation where technology is sold whether it is for small, medium, or enterprise level opportunities.

People who have applied these strategies have used it to successfully sell these technology solutions:

• Data Management
• Deduplication
• Backup
• Disaster Recovery
• Archiving
• Compliance
• Identity Management
• Virtualization
• Storage
• Storage Virtualization
• VOIP
• Unified Communication
• Desktop Virtualization
• Managed Services
• Cloud Computing
• Servers
• SaaS
• Security
• Software
• Networking
• Hardware
• Security