How to Sell Technology Success Kit (Audio CDs, Workbook and Book)

The Value Forward How to Sell Technology method has been put into practice by over 20,000 IT salespeople and hundreds of companies worldwide. This success kit is designed to be a useful business tool for IT salespeople, vice presidents of sales, and high tech CEOs looking to increase their current sales capture program success. In this success kit, you will receive 4 topics on Audio CD, a companion workbook, and a copy of the book, How to Sell Technology. The material is laid out as a seminar in a box to help you walk through your IT sales process. The topics included on the CDs are:
--How to cold calling management and create it value up front and set up your first appointment
--How to give an executive demo that makes buyers take action steps
--How to negotiate technology sales deals to close more deals increase gross margins and create value that prospects believe
--How to sell key accounts using a pursuit sales method
Through this success kit, I will teach you how to communicate value to management, talk peer to peer, generate qualified IT leads, penetrate the no talk zone of management, set up your first meeting with management prospects, determine if prospects are qualified buyers, present like a pro by giving successful whiteboard presentations, and create proposals that make management prospects buy.
Selling technology is a contact sport. If you have been selling for longer than one year, you have been bruised. Yet, if you sell correctly, you can escape the pain and maximize your success using our best practice methods. In IT sales, you must hunt now, or be eaten later!