How to Sell Technology®

and Professional Services to Management

  • Are you looking to increase your technology sales commissions?

  • Are you looking to beat your technology competition?


If so, we can help. 

My name is Paul DiModica and I am the founder of Value Forward. 

Throughout my early sales career, I sold millions and millions of dollars of technology services, consulting programs, professional services, training, software applications, and development to businesses of all sizes. Based on my experiences, I published a program called How To Sell Technology®.

Due to my successes, I have held the position of Chief Revenue Officer, Vice President of Sales and Marketing and Strategic Development multiple times in technology companies with annual revenues from $2 million per year to $750 million per year. After holding the senior executive position of sales for years, I finally packaged my selling techniques into a detailed sales training program called How To Sell Technology®.

Founded in 2001, Value Forward launched with this signature course to became the first sales training company providing specialized training for technology and professional service sales teams. Since then, we grew to become one of the largest IT, software and professional services sales training firms in North America. 

It does not matter if your business is a one-person startup or a mature technology company. If you sell software, SaaS, technology services, web site development, applications, or consulting on a daily basis, you are faced with an increasing number of competitors and barriers to sales that frustrate you as a quota-carrying technology major account manager or a small business owner trying to make payroll.

Even worse, if you are a technology sales manager supervising a direct sales force, the number of salespeople you are responsible for multiplies your frustration.

Being a salesperson like you, I have been exposed to the continuing market walls that have tried to prevent me from meeting my quota. Through this program, you will learn how to sell technology, services, and applications quickly, efficiently, and profitably through business impediments that stand in your way. My training program How To Sell Technology® has worked with small technology startups and mature established players.

Don't wait any longer. Enroll right NOW! This exclusive technology and professional services sales training program would normally cost you $10,000 or more (that's what I charge for classroom training per day, plus expenses) and if you paid that much, it would still be well worth it.

Course curriculum

  • 1

    Welcome to the Masterclass on How to Sell Technology & Professional Services to Management

  • 2

    Module 1: Reasons Why Prospects Buy

    • Module 1 - Lesson 1: Introduction

    • Module 1 - Lesson 2: Five Fallacies of Sales

      FREE PREVIEW
    • Module 1 - Lesson 3: Who Are You? Why Would A Senior Executive Talk To You?

    • Module 1 - Lesson 4: Tools That Increase Your Success

    • Module 1 - Lesson 5: Reasons Why Management Buys Technology or Professional Services

    • Module 1 - Lesson 6: Transactional Selling vs. Relationship Selling

    • Module 1 - Lesson 7: Developing Your Sales Value Proposition

    • Module 1 - Check Your Knowledge

    • Module 1 - Your Action Steps, Worksheets and Downloads

  • 3

    Module 2: Cold Calling Management by Phone, LinkedIn and Email

    • Module 2 - Lesson 1: The Importance of Cold Calling by Phone

    • Module 2 - Lesson 2: The Best Time to Cold Call Management

    • Module 2 - Lesson 3: Developing Your Telemarketing Script - 9 Steps to Building a Tactical Cold Calling Script That Will Get You In The Door

    • Module 2 - Lesson 4: Managing Telephone Sales Objections

    • Module 2 - Lesson 5: Managing Gatekeepers

    • Module 2 - Lesson 6: Cold Calling Mistakes - 7 Mistakes Most Salespeople Make When Cold Calling

    • Module 2 - Lesson 7: Cold Calling by Email

    • Module 2 - Lesson 8: Cold Calling in LinkedIn

    • Module 2 - Check Your Knowledge

    • Module 2 - Your Action Steps, Worksheets and Downloads

  • 4

    Module 3: Setting Up Your First Appointment and Mining for Opportunities

    • Module 3 - Lesson 1: First Appointment Part 1 - The 20-Minute Overview and Mining for Opportunities

    • Module 3 - Lesson 2: First Appointment Part 2 - Seven Questions You Must Ask the Management Prospect During Your First Meeting; Mining for Opportunity

    • Module 3 - Lesson 3: How to be Professionally Blunt

    • Module 3 - Lesson 4: Client Engagement Outline

    • Module 3 - Lesson 5: The Discovery Meeting

    • Module 3 - Check Your Knowledge

    • Module 3 - Your Action Steps, Worksheets and Downloads

    • Please rate our course so far...

  • 5

    Module 4: How to Give a Demo or Executive Briefing to Management

    • Module 4 - Lesson 1: Introduction

    • Module 4 - Lesson 2: Preparation - 5 Steps to Make Your In-Person Demo or Executive Presentation Successful

    • Module 4 - Lesson 3: Preparing Overhead Slide Presentations

    • Module 4 - Lesson 4: Scheduling for In-Person and Online Presentations

    • Module 4 - Lesson 5: Room Set Up for In-Person Presentations Using the Whiteboard

    • Module 4 - Lesson 6: The Timeline of Whiteboard Presentations

    • Module 4 - Lesson 7: The 3 Box Monty Whiteboard Presentation

    • Module 4 - Lesson 8: Ten Steps to Make Your Webinars More Successful

    • Module 4 - Check Your Knowledge

    • Module 4 - Your Action Steps, Worksheets and Downloads

  • 6

    Module 5: How to Negotiate and Manage Sales Objections

    • Module 5 - Lesson 1: Introduction

    • Module 5 - Lesson 2: Top 10 Sales Negotiation Objections

    • Module 5 - Lesson 3: Six Steps in Relationship Selling

    • Module 5 - Lesson 4: How to Negotiate From Value, Not From "Win/Win"

    • Module 5 - Lesson 5: The Five Types of Competitors and How to Deal With Them

    • Module 5 - Lesson 6: How to Negotiate With Senior Executives Once They Say "No"

    • Module 5 - Lesson 7: Stalled Negotiations

    • Module 5 - Lesson 8: Use Premeditated Concessions to Win More Deals and How to Build a Concession List

    • Module 5 - Lesson 9: Negotiating Strategically - 18 Tactical and Strategic Steps

    • Module 5 - Lesson 10: Emotion Management

    • Module 5 - Lesson 11: Pricing Issues

    • Module 5 - Lesson 12: Use the Executive Dictionary as an Advanced Sales Tool

    • Module 5 - Lesson 13: Understanding the Study of Enneagram Concepts to Sell More

    • Module 5 - Lesson 14: Assumptive Negotiating Methods to Use With Executives

    • Module 5 - Lesson 15: Qualifying the Prospect - Action Steps That Qualify Buyers

    • Module 5 - Lesson 16: Conclusion

    • Module 5 - Check Your Knowledge

    • Module 5 - Your Action Steps, Worksheets and Downloads

  • 7

    Module 6: Proposals

    • Module 6 - Lesson 1: Introduction - Management Proposal Basics

    • Module 6 - Lesson 2: Preparing a Management Proposal That Works

    • Module 6 - Lesson 3: Proposal Price Options

    • Module 6 - Lesson 4: Requests for Proposals (RFPs)

    • Module 6 - Case Study—Preparing a Management Proposal: Pricing

    • Module 6 - Check Your Knowledge

    • Module 6 - Your Action Steps, Worksheets and Downloads

  • 8

    Module 7: How to Sell Key Accounts and Set Up a Pursuit Sales Team

    • Module 7 - Lesson 1: Introduction

    • Module 7 - Lesson 2: The Salesperson Paradigm

    • Module 7 - Lesson 3: The Rainbow Effect

    • Module 7 - Lesson 4: The Commodity Line

    • Module 7 - Lesson 5: Types of Key Account Opportunities

    • Module 7 - Lesson 6: The Success Pyramid Territory Management System - Mapping Your Territory

    • Module 7 - Lesson 7: Use a Major Account Action Plan (MAAP) Wheel to Sell Decision Makers and Influencers at the Same Time

    • Module 7 - Lesson 8: Leaders and Laggards

    • Module 7 - Lesson 9: Spidering Key Accounts

    • Module 7 - Lesson 10: Use Parallel Imaging Techniques to Sell Senior Management

    • Module 7 - Lesson 11: Psychological ROI

    • Module 7 - Lesson 12: Communicate Value to Major Account Buyers Based on Their Business Type and Business Needs, Not Your Needs

    • Module 7 - Lesson 13: Tools to Help Manage Your Key Account Sales Cycle - Date M.A.P. Key Account Management

    • Module 7 - Check Your Knowledge

    • Module 7 - Your Action Steps, Worksheets and Downloads

  • 9

    Module 8: Time Management

    • Module 8 - Lesson 1: What is Time Management

    • Module 8 - Lesson 2: Elements of a Good Time Management System

    • Module 8 - Lesson 3: Productivity Bottlenecks

    • Module 8 - Lesson 4: Managing Obstacles in Your Daily Routine

    • Module 8 - Lesson 5: Building a Personal Sales Plan

    • Module 8 - Lesson 6: Your Personal Planning Goals

    • Module 8 - Lesson 7: Sales Cycle Step Management

    • Module 8 - Check Your Knowledge

    • Module 8 - Your Action Steps, Worksheets and Downloads

  • 10

    Module 9: How to Use Storytelling as an Advanced Sales Tool

    • Module 9 - Lesson 1: Introduction

    • Module 9 - Lesson 2: Why Storytelling Works and How to Create Value

    • Module 9 - Lesson 3: Building Your Business Story

    • Module 9 - Lesson 4: Personalizing Your Story

    • Module 9 - Lesson 5: Storytelling Methods

    • Module 9 - Lesson 6: Additional Information to Build Your Story

    • Module 9 - Lesson 7: When to Use Storytelling

    • Module 9 - Lesson 8: Example Story 1 (Optional)

    • Module 9 - Lesson 8: Example Story 2 (Optional)

    • Module 9 - Lesson 8: Example Story 3 (Optional)

    • Module 9 - Lesson 8: Example Story 4 (Optional)

    • Module 9 - Check Your Knowledge

    • Module 9 - Your Action Steps, Worksheets and Downloads

  • 11

    Module 10: Following Up After The Sale

    • Module 10 - Lesson 1: Developing a Relationship With Your Client

    • Module 10 - Lesson 2: How to Manage Post-Sale Consequences

    • Module 10 - Check Your Knowledge

    • Module 10 - Your Action Steps, Worksheets and Downloads

  • 12

    Conclusion

    • Conclusion

  • 13

    Final Exam for Certificate

    • Final Exam