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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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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Webinar: Secrets of Highly Effective Sales Managers

Watch Now On-Demand!Secrets of Highly Effective Sales Managers