Archive for Microcast

Microcast May 3: SPC’s Online IT Sales Professional Training Program

SPC’s new Online Consultative IT Sales Professional Training Program addresses your top sales challenges!

As a Sales Professional, have you experienced these sales challenges?

  • Sales opportunities that take way too long to close
  • Lack of the necessary sales knowledge for all of your services and solutions
  • Rapidly building trust and buying temperature with your prospects
    Sticker shock or pricing objections
  • An undefined sales process that hampers consistent sales growth
  • Non-existent sales pricing calculators or proposal templates to reduce quoting time and accelerate sales presentation appointments
  • Missing sales collateral, leave-behinds and PowerPoint sales presentation templates
  • No simple way to manage sales activities and sales team performance

We’ll cover these challenges and more – and how to address them during our 30 Minute Sales Improvement Microcast!

Worried Sales Professional

As a Sales Manager, Director or VP, have you experienced these sales performance challenges?

  • Sales Professionals aren’t closing Sales
  • Sales Professionals aren’t conducting a proper warm up during client visits
  • Sales Professionals aren’t generating 4.5 times their yearly compensation in GP sales
  • Sales Professionals don’t have Quotas, or Quotas are not enforced
  • Sales Professionals aren’t following up with sales opportunities
  • Sales Professionals can’t conduct a Client Business Needs Analysis properly
  • Sales Professionals aren’t qualifying opportunities effectively
  • Sales Professionals can’t present feature and benefit for all of your services and solutions
  • Sales Professionals can’t sell to target Verticals
  • Sales Professionals have no KPI Dashboards for managing their sales activities
  • Sales Professionals have no defined sales process
  • Sales Professionals won’t enter data into your PSA or CRM solution
  • Sales Professionals can’t set appointments
  • Sales Professionals aren’t trained properly by management or any other resource
  • Sales Professionals don’t have Sales PowerPoint presentations for all of your services and solutions
  • Sales Professionals don’t have an effective, consultative sales proposal template for your services and solutions, or are using simple sales quotes
  • Sales Professionals can’t conduct Client Quarterly Business Reviews Properly

We’ll cover these challenges and more – and how to address them during our 30 Minute Sales Improvement Microcast!

Sales Manager

In 30 minutes, we’ll reveal how our Consultative IT Sales Professional Training Program trains Your Sales Professionals to:

  • Use KPI Dashboards to manage sales activities transparently
  • Properly manage their sales pipelines
  • Successfully team sell with sales engineers
  • Conduct value pricing correctly to maximize GP
  • Use best practices for scheduling client appointments
  • Leverage the specific questions to ask a prospect to properly qualify, build buying temperature and close opportunities more quickly
  • Use Status Questions properly to build credibility
  • Deliver Implication Questions correctly to increase buying temperature and urgency
  • Master the 7 Step Sales Process and pass a comprehension test
  • Skillfully execute Question Based Selling Techniques to consistently accelerate sales velocity, shorten sales cycles and increase closing ratios
  • Correctly prospect and properly prepare for every sales visit
  • Conduct a proper warm up with prospects and clients and naturally transition to sales qualifying
  • Effectively deliver a business needs analysis and sales qualifying meeting
  • Correctly navigate and perform a strategic sales close

Learn more during our special, 30 minute Microcast!
Wednesday, May 3rd at 8am and 11am PST and Friday, May 5th at 8am PST!

Register Now

Gary Beechum

Delivered by Gary Beechum,
IT Sales Improvement and Leadership Expert

Gary Beechum is an IT Channel, MSP and Cloud Sales Training and Business Development Expert. Co-Founder, President and CEO of SPC International Online, Gary is a strategic IT business executive and leadership development expert experienced in improving top and bottom-line business performance by boosting marketing and lead generation outcomes, accelerating sales velocity and shortening sales cycles.

Posted in: Microcast, Sales

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