MASTERCLASS: How to Sell Technology & Professional Services to Management
Learn how to strategize, cold call, do discovery, present, negotiate and sell more IT, software and services to senior management!
and Professional Services to Management
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-$15,000 per day (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.
Introduction to Value Forward SellingFREE PREVIEW
Before you begin...
Module 1 - Lesson 1: Introduction
Module 1 - Lesson 2: Five Fallacies of SalesFREE 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
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
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
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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
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
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
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
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
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
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
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