Topic: How To Win Business Through "Parallel Imaging" and Increase Profitability through Procurement as a Service
In this session Joe Paquet, Vice President of Axis Business Solutions and Kevin McCann, President and CEO of the Executive Strategy Group, LLC, will review the key principals of partnered procurement and how this can differentiate you from your competition and increase profitability. Additionally they will share strategic and tactical techniques aimed at assisting Executive Management, Business Owners and Sales Teams differentiate themselves and position their value in front of them, so their prospects see them as a business peer, not just a business vendor.
In this session, attendees will learn:
- How to leverage PaaS (Procurement as a Service) as a key selling message and a differentiator from your competition
- The 3 areas that measure the true cost of a sale
- How to gain 15%-20% of top line revenue back into your company
- The 3 reasons why management buys
- How to use 'Visual Brochures' to position your value in a unique way with your prospects to shorten sales cycles
- How to use Parallel Imaging to sound like a PEER, not a VENDOR and close more sales
Learn these techniques and more in this session, as Kevin and Joe leverage their real-world experience in helping clients integrate Strategy, Marketing and Sales process into one outbound revenue capture model.
About MSP University's State of the Industry Webinar Series
MSP University's State of the Industry Webinar Series is meant to inform. The more you know about your industry, the products and services available to you and your clients, and how to market and sell those products and services, the greater your opportunities to increase your value to your clients, close more sales and increase your business success.
About Kevin McCann and The Executive Strategy Group
Kevin McCann is Founder and CEO of The Executive Strategy Group, LLC, a management consulting firm that specializes in value forward marketing, strategy, sales consulting and sales training for growth directed companies. Kevin has sixteen years of sales and management experience in the high-tech industry. Kevin has worked for the largest networking equipment manufacturers in the world including Cisco Systems, Inc. and Cabletron (Enterasys), spent 5 years in Silicon Valley during the rise and fall of the .COM's, ran a small value added reseller which grew from $6million to $60 million in revenues in 18 months and worked for one of the most renowned and well-funded startups of the .COM era, all prior to starting Cortex, LLC in 2001 which he later merged into a larger value added reseller in June of 2006.
Kevin is a contributing editor and staff writer for the Business Development Management Newsletter (www.bdmnews.com). BDM News is the world's largest sales and strategy newsletter and focuses on proven methods for firms to increase sales. It is currently read worldwide in over 110 countries by more than 165,000 opt-in subscribers on a weekly basis.
About Joe Paquet and Axis Business Solutions
Joe Paquet is Vice President of Vendor Alliance and Relations for Axis Business Solutions, an expert in technology procurement and logistics for the IT Services and Support industry. Since 2001 Axis has been helping companies in this industry to become more profitable, operationally efficient, and competition-proof. Joe has fifteen years of sales and management experience in the high-tech industry. Prior to Axis, Joe was a key principal in building a service division for a New England-based VAR. The business model leveraged a combination of internal and partnered resources to deliver cost-effective IT solutions. In four short years, Joe helped build the division into a $20 million-per-year business unit. In 2004, Joe also spearheaded and managed a services-delivery relationship on a national scale between a regional organization and a Fortune 1000 company with 1.35 billion in revenues.
Joe is a member of several strategic groups within the MSP and IT services industry and Axis has been recently profiled in eweek and Channel Insider.