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Pre-Conference Workshop Added to SLAM Conference!
June 5 1-5 pm -- $295
ROI Selling Workshop with Michael Nick
In this highly interactive workshop based on the best selling book ROI Selling, Michael Nick will cover two major issues every software sales professional and executive faces: “How do we define, prove and measure our value?” And, “How do we implement a consistent value based selling approach within sales, marketing & professional services?” The goal of this workshop is to provide an ROI blueprint to address the sales roadblocks your company is facing today. The workshop is broken into three segments:
- Each participant of your team will gain a better understanding of why buy, why now, and why from you. Your deliverable from this exercise is the ROI Selling Value Matrix.
- Next, you will build a series of questions that your sales force can use to capture prospect key pains, current cost of status quo and estimating the value your organization can deliver.
- Finally, we discuss how to position ROI throughout your unique sales process.
This workshop will help you reduce discounting, shorten sales cycles and sell larger broader software deals. Each participant receives a copy of ROI Selling and a workbook consisting of templates, training materials, and presentation materials.
Michael Nick is president and founder of ROI4Sales, Inc. and author of ROI Selling (Dearborn 2004), Why Johnny can’t sell and How to Create the Perfect ROI. He is a nationally recognized expert in value estimation and ROI and conducts several public workshops and seminars throughout the year. He has published several white papers on ROI including ROI in your sales process, ROI after the sale (360 Degree ROI), The ROI on ROI, and the most popular paper and title of his new book, “Why Johnny Can’t Sell (Kaplan Publishing available Aug. 2006).”
Just Added Workshop!
June 5 1--4 -- Free! Updated Time!
Channel Sales Cycle® Workshop with Robert Cohen
Overview: The software industry seems to be in a perpetual stage of change. New distribution methods, SaaS, licensing, managed services, recurring revenue streams, and the increased focus on the SMB marketplace have created havoc and opportunities for software vendors. This leads to two big questions:
- What is the role of the IT Channel in this new paradigm?
- How can software vendors effectively leverage the Channel?
The Channel Sales Cycle defines the process that successful channel programs need to consider:
- Reach, engage, recruit
- Educate, motivate, enable, reward
- Leverage relationships, demand generation, lead management
- Measure, monitor, track, modify, renew, winback
Objective: To assist software vendors in developing and implementing efficient, cost effective channel partner programs that show consistent growth with measurable, positive ROI.
Rationale: With the growing focus on the hard to reach small and mid-size businesses, the need for leveraging the skills, relationships and reach of VARs to provide service and support for these businesses is greater than ever. However, VARs typically are not business oriented and require assistance in selling and managing their relationships.
Who Should Attend: Senior marketing, sales and channel people from software Vendors that are targeting the business marketplace.
Program Benefits: Attendees will benefit by learning about:
- How the channel is structured including its primary strengths and weaknesses.
- The importance of working with the channel.
- How to successfully work with the channel.
- The importance of developing complete end-to-end channel sales procedures.
- How to grow net new sales as opposed to focusing on nebulous measurements like increased ad click-throughs, number of channel program initiatives they run or the number of new partners recruited.
- How to avoid the “share shift” circle: merely shifting sales between direct and channel or between distributors or between channel partners.
- How to create strong relationships with channel partners.
- Accountability and measuring ROI on marketing expenditures.
- How to develop strong brand awareness/preference in a rapidly changing product focused industry.
Robert M. Cohen, President & Business Editor, Integratedmar.com.
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