Archive for Sales

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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Attend SPC’s Business Transformation Sessions at Ingram Micro Cloud Summit 2017!

Attend SPC’s Business Transformation Sessions at Ingram Micro Cloud Summit 2017!

SPC’s Gary Beechum and Erick Simpson Present Transformational Leadership Sessions at Ingram Micro’s 2017 Cloud Summit

We’re proud to announce that SPC’s President and CEO; Gary Beechum, and Vice President and CIO; Erick Simpson, will be training and enabling Ingram Micro Cloud Summit attendeed once again in 2017, and invite you to register and attend their Transformational Leadership sessions!

Gary Beechum
IT, MSP and Cloud Sales Training and Business Development Expert | Speaker | Consultant

Gary Beechum

Over 30 years of experience in the IT industry as a VAR, MSP, and sales and business development expert, Trainer and Consultant, Gary’s experience uniquely qualifies him to deliver effective IT Business Development Improvement strategies for VARs, Resellers, Solution Providers and MSPs and Cloud Providers for supercharging top-line sales revenue growth.

Erick Simpson
IT, MSP and Cloud Business and Channel Improvement Expert | Author | Speaker | Consultant

Erick Simpson

Over 30 years of experience in the IT industry as an Enterprise CIO, MSP, Business Process Improvement Expert with hundreds of successful IT Solution Provider, MSP and Cloud practice business improvement consulting engagement outcomes, Erick has also worked with numerous clients on both the buy and sell sides of the M&A and Merger Integration process.

SPC BUSINESS TRANSFORMATION SESSIONS

Gary’s Sessions

Thursday, April 20th: 2:40pm – 3:20pm
How to Transition From Break-Fix to the Cloud
This session focuses on the decisions, steps and processes you’ll need to first consider and then implement in order to transition your business model from a reactive break-fix practice to an effective cloud services practice. Attendees will receive SPC’s Cloud Computing Primer Best Practices Guide.

Friday, April 21st: 2:40pm – 3:20pm
Building the Cloud: Sales Culture, Management and Compensation
Selling cloud can be a daunting challenge for traditional reseller sales teams, requiring a different type of sales management approach and compensation plan to succeed. This session explores how to implement an easy-to-follow cloud sales management strategy with specific sales activities and measurable KPIs to help your sales teams move opportunities through the pipeline. We’ll also cover a simple compensation plan design that motivates sales professionals to get in front of more prospects and close more cloud business. Attendees will receive SPC’s Sales Management KPI Dashboard, Sales Compensation Plan Template and Sales Compensation Calculator.

Friday, April 21st: 3:40pm – 4:20pm
Building Effective Executive Leadership Skills to Grow Your Cloud Practice
How do you determine what traits define an effective leader? In this session, dive into the traits required to become an effective leader for your cloud practice. You will discover what traits to look for in leaders, what personal traits you should develop in yourself, and how can nurture your team to become leaders as well. It’s time to become the leader your team deserves. Attendees will receive SPC’s Leadership Self Assessment Survey.

Erick’s Sessions

Thursday, April 20th: 1:00pm – 1:40pm
Project Planning for Cloud Success
Poor project management is one of the three areas where you can incur the fastest losses in profitability. This session focuses on developing and implementing an effective and efficient project planning and management process for cloud implementations. Communication, change and risk management examples are covered, along with best practices for scheduling and managing the project kickoff meeting and ongoing phase and, finally, project acceptance processes. Attendees will receive SPC’s Project Management Process Best Practice Guide, Poject Plan Acceptance Agreement, Project Change Order Request Form and Project Phase and Overall Project Completion Acceptance Form.

Thursday, April 20th: 1:50pm – 2:30pm
Add Value to Your Customer Relationships With Ingram Micro’s Cloud Calculator
This session introduces the Ingram Micro Cloud Calculator, developed by SPC to help you price and bundle services and solutions from multiple Ingram Micro Cloud vendors easily and quickly to maximize profits and add more value to your customer relationships. Learn how to identify vendors and their services, along with your costs and how to adjust your retail pricing and margins to realize your desired sales outcomes. Attendees will receive training and access to Ingram Micro’s Cloud Calculator developed by SPC.

Thursday, April 20th: 4:30pm – 5:10pm
3 Ways to Sell the Cloud
Selling cloud requires a different strategy when it comes to prospecting and preparation, warm-up, qualifying, presenting, overcoming objections, closing and follow-up. This session covers the three primary opportunities you and your sales team have to sell your cloud services and solutions. This includes new prospect opportunities, existing customers during a focused marketing and sales campaign and, finally, your “A” clients during QBRs. You’ll also learn a simple and powerfully effective strategy to consistently sell the cloud using three ways that accelerate and compound your recurring revenues steadily over time. Attendees will receive SPC’s Cloud Computing Primer Best Practices Guide.

Posted in: Erick Simpson, Events, Gary Beechum, Sales, Secrets to improving an I.T. Services Practice, Service Delivery

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Attend Our “Solve Your 3 Biggest Sales Challenges” Webinar Tue, Jun 27

Register Now!