Archive for Secrets to improving an I.T. Services Practice

There’s a Reason Your Sales People Aren’t Closing…

Do these sales challenges sound familiar?

  • You don’t have a written sales process for sales professionals
  • Your sales professionals aren’t trained and can’t close managed services agreements
  • You’ve tried hiring and managing sales professionals in the past – unsuccessfully
  • Your sales professionals can’t schedule appointments or meet quotas
  • You have no written process to manage sales professionals
  • You know you need to do something, you just aren’t sure what
  • IF YOU DON’T DO SOMETHING SOON, you’ll continue to lose business to your competitors


If they do, you need to watch this On-Demand Webcast…

What You’ll Learn:

  • Why you aren’t realizing peak performance from your sales professionals and what to do about it
  • What it takes to recruit, on-board and train a successful consultative sales professional
  • How to lead and manage consultative sales professionals against quota and what that quota should be
  • How to conduct a business needs analysis and warm-up properly on a first prospect appointment

Presented by Gary Beechum

President and CEO of SPC International, Gary is an IT Sales Management and MSP, Cloud and Security Sales Training and Business Development Expert

Gary Beechum

  • 30 Year’s experience in sales and sales mgmt.
  • Sales Improvement of over 300% for ITSPs, MSPs and CSPs
  • John C. Maxwell Certified Coach, Teacher, Trainer and Speaker
  • DISC Certified Professional Behavioral Analyst – CPBA
  • PIAV Certified Professional Values Analyst – CPVA
  • Question Based Selling Methodologies Certified
  • Question Based Selling Advanced Methodologies Certified
  • Captain (Ret.) US Army

Posted in: Secrets to improving an I.T. Services Practice

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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.


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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