IT, Software and Professional Services Sales and Marketing Driven Executives . . .
"Learn 7 Easy, Proven Strategies You Can Use Right Now to Sell More Technology, Software and Professional Services to Management"
Guaranteed to Work in This Economy
Proven Insider Sales Strategies and Techniques for Maximum IT Revenue Growth
1-Day Seminar
2 locations offered this fall!
October 19, 2010
Atlanta Airport |
October 26, 2010
Orlando Airport |
Click here for venue location and seminar time
Good day,
My name is Paul DiModica and I am the founder of the largest IT business success advisement company in the U.S. with over 25 coaches.
Let's be honest – in today’s economy, generating leads and selling technology, software, or a professional service to management is frustrating and difficult.
In a recession like today where management buyers just seem to freeze all of their budgets and ignore most marketing communication . . . it is almost impossible. But my firm, the Value Forward Group, has broken the code on how to generate leads and sell technology and professional services to management.
In This Economy You Need a Proven System to Sell More IT and Generate More Inbound Leads
Why is our IT success system different?
Because our methods and strategies are based on real world experiences used in the field. Personally, in 1983, I started as an IT salesperson working for a VC funded company called Remanco Systems. As an IT sales rep, I carried a bag selling software, professional services and hardware packages and sold against name brand 
Fortune 100 companies like I.B.M. and N.C.R. -- all who had big brands, big sales teams and unlimited marketing funding.
Weekly . . . I had a boss who called and wanted an update on my sales forecasts.
Often . . . I never got enough qualified leads from marketing to help me hit my annual $1 million sales quota.
Probably unlike you, the software application, hardware equipment, and professional services I sold were priced 75% to 100% more than my competitors. Let me repeat that. The software application I sold was priced . . . 75% to 100% more than I.B.M. and N.C.R's competitive offerings.
Based on this sales and marketing environment, I had a choice. Give up or adapt my sales and marketing approach to learn how to sell a high priced offering from a "no name" company to senior management teams in a market where competition was fierce.
Because of this difficult lead generation and selling environment, I had no choice but to take aggressive proactive steps to be successful. So I studied what made IT management prospects buy and what type of marketing communication made them respond. Then I developed a step-by-step method on how to market and sell technology, software and professional services to executives.
I didn't do for you . . . I did it for me.
Today, 25 years later, after having been a SVP of sales and marketing, VP of strategy, and VP of operations and engineering in different technology companies at different times in both public and private firms with annual revenues up to $1 billion in sales and after starting a managed services company and a software as a service (SaaS) firm, I now coach and train IT companies worldwide.
Using a best practices approach, we consistently update, test and refine our IT sales and marketing successes methods over and over again. We have proven our high tech success techniques through two recessions.
We are the ONLY IT sales method ever recommended in C.I.O. Magazine in writing!
Here is what CIO Magazine (Chief Information Officer Magazine) said in there magazine about me after interviewing me in person and studying my technology sales course:
"If selling and marketing computer software and services were an Olympic sport . . . Paul DiModica would be tested for steroids."
Jerry Gregoire, CIO Magazine |
Let's be honest -- if you are using Strategic Selling® or Solution Selling® as a sales approach, both of these selling methods have been around for over 20 years! Are they really designed for IT salespeople? Come on, you know better!
The Value Forward Sales method is the ONLY method designed specifically by IT salespeople . . . for IT salespeople who want a peer-to-peer sales model that uses proven sales strategies and techniques to sell more to management.
Since 2001, our technology and services revenue capture strategies have been used by thousands of software, hardware and professional service salespeople and marketing managers in companies worldwide.
Here is just a short list of company IT Account Sales Executives Who Have Taken Our Courses
Forsythe Solutions, Microsoft, Ipro, DSS, Accenture, Computer Associates, IBM, AT&T/Technion, EMC, Sun Systems, Lanier Worldwide, Deltek, Adobe, Hughes Software, CCI Triad, Aithent, Paragon, FalconStor, PRTM, I:FAO, Canon, Symantec, SourceXL, MicroStrategy, Qwest Communications International, ORION, Spherion Technology, NEC-Mitsubishi, D&B, Baan, Sarcom, Convergent, Comdisco, Lotus, Ikon, Oracle, Siemens Communications, Enterasys Networks, New Horizons, Sybase, Cisco, IntelliMark, Tusc Technology, Informatica, Technisource, HP, Gartner, MedSeek, Progress Software, SoftLanding Systems, Mascon, Patni, SL Corp, Systime, Cornerstone Communications, CBIZ, Skyward, Cairo, E-LYNXX, Comodo, Blue Shoe Technologies, BlueCielo ECM Solutions, J.D. Edwards, Eloqua, Pitney Bowes, Red Hat (US & Asia Pacific), Diebold, SpectraSoft, Dell, Harvey Nash, Kronos, Messaging Architects, HDI Technologies, Snap-on Diagnostics, Harvey Nash, Cincom, Aptera Software, Wells Fargo Merchant Payment Solutions, SouthWare Innovations, NetServ Applications, Dataskill, Accudata Systems, Lionbridge Technologies, Sprint, Prosum Technology, Center of Financial Technologies, Skillpath Seminars, Learning Tree International, Diamant Software, Carnegie Technology Marketing, New Horizons Computer Learning Center, Ricoh U.S., Dynamic Computer Corporation, Synaptris, GeoStructures, ChannelAdvisor, Standard Register, Trinium Technologies, Information Security Networks, Compass Technology, Opsource, Advanced Microelectronics, Tekvault, ADT Security Services, Sopheon, Lucent Technologies, Serena Software, Sierra Systems, Advent Software, TwinEngines, etrials, OmniMark Technologies, Automated Document Management Solutions, Siemens Enterprise Network, Seagull Software, Magenic Technologies, TeamQuest, LANDESK, Symbiosis International, Firm Support, Office Depot, Lexmark, Opus Healthcare Solutions, American Express, Everest Technologies, John Deere, Securitas Systems, BearingPoint, Regan Technologies, Mettler Toledo, Cybernet Software Systems, Interactive Intelligence, Micromedex, Jacada, CompuCom, MKS Software, Xploit International, Capita Software Services, Alliant Technologies, Fluke Networks, Round Rock Solutions, NuWare Technology Corp, Paetec Communications, Bell Canada, Hitachi Software Global Technology, Snaps, Baan Japan, Hewlett Packard, US Netcom, Vision Software, VeriSign, Expert Server, Xerox Corporation, H&W Computer Systems, TrackingSoft, Bridgeline Software, KaplanIT, PKWARE, Seagull Software, Lexmark International, Voice iP, LinkEdge Technologies, New Horizons Scotland, Markin Tubing, Fujitsu, Integrated Voice Resources, Dassault Systemes Services, Sage, Radiant Systems, BlueBackUp, Sybase and Sybase Switzerland GmbH, Toshiba America Information Systems, EMNS, Flexible Business Systems, WebromTV, Lighthouse Technologies & Management Solutions, Amherst Technologies, WorldCom, The Boeing Company, Motorola, VanDyke Software, Transcend Technology Partners, Global Knowledge, Fuji Xerox Australia, GT Alliance . . . and many, many more.
At my advisement firm, we primarily work with small VARs, managed services companies, and privately held IT companies of all types, although large Global 1000 firms have called us and hired us to teach them our methods too!
Learn in one day the proven sales techniques you can immediately use to increase your IT revenue capture success!
My "Better Than" 100% Satisfaction
Guarantee To You
"Like drinking from the Sales and Marketing firehose. Good information from the master firefighter."
Dick Blom, Senior VP (Professional Services Company) |
Who Should Come To This Seminar?
- Success directed salespeople who want to maximize their personal income in 2010 and want to know how to get management buyers . . . to buy
- Presidents and business owners of VARS, managed services companies, software companies, technology firms, SaaS players and professional service firms seeking a premeditated, proven sales and marketing process.
- Startups and venture capital funded players seeking detailed steps on how to grow their revenues quickly.
- Sales managers and VPs of sales and marketing who want to learn how to increase qualified lead generation immediately.
"It wasn't one month before I landed one of the biggest accounts in my area!"
"How to Sell Technology" helped me gain confidence to be successful at technology sales. I would read parts right before I would cold call. It would "Pump Me Up" to make impressive sales calls. It wasn't one month before I landed one of the biggest accounts in my area. Thanks Paul."
Justin Biggs – IT Account Sales Manager |
But don't be fooled by imitators
who have never sold IT
or professional services or just teach
generic sales training courses
"The Value Forward Success Method
is a complete IT sales and marketing training course from lead generation to contract signing designed specifically for IT companies!"
If you are happy with your current
results -- then stick with them.
But this is a recession . . . and if you are not getting the revenue increase or inbound leads you seek, it's probably because you are using antiquated strategic or solution sales techniques which were not designed for IT companies and were developed for other industries.
The Value Forward method is different. Our high tech business success approach integrates sales, marketing, strategy and financial management into one outbound revenue capture program. At our seminar, we will show you how to market, how to sell, and how to close IT and service deals with management through our detailed step-by-step approach.
So, it's up to you.
Keep using your old methods and get the same results or attend this instructive seminar and learn easy, proven step-by-step techniques and strategies that will help you increase your qualified lead generation and close more IT deals.
"I recommend your Program to any sales professional as the results speak for themselves."
"I am a Senior Business Development Manager responsible for selling my company's technology solutions, including B2B, ERP, CRM and IT consulting, e-Solutions, application development and integration, and application management outsourcing; in addition to a Web applications product that we recently launched in the market. I recommend your Program to any sales professional as the results speak for themselves. As you know, we are currently experiencing a "down market." Nevertheless, I got fantastic results under what is generally considered a flat line market for Professional Services."
Michael Halbert – IT Director of Business Development
"I was pleasantly surprised to find the entire program, tips and advice to be right on the money. I plan to implement the process and use this as my bible!"
"I found "How to Sell Technology" to be a logical step by step chronology, breaking down the sales effort into well thought through and implementable steps. Having sat through countless sales programs, I was expecting to find one or two bits of valuable information. I was pleasantly surprised to find the entire program, tips and advice to be right on the money. I plan to implement the process and use this as my bible!"
Richard Sokoloff - President, Technology Company |
Learn New Tactics and Strategies to
Grow Your IT Revenue
Here is what you will learn when you attend our event:
How to generate qualified IT management prospect leads easily
- Learn how to GENERATE SENIOR MANAGEMENT AND C-LEVEL LEADS with the four proven methods of IT lead generation that only work with "C-level" executives and senior management including using a proven "networking process" that creates inbound leads.
- Why you should not let the recession concern you and how to use it as a tool to sell more.
- HOW TO FIND QUALIFIED IT BUYERS instead of qualified prospects. Don't waste your time with "professional lookers" who stretch your sales cycle beyond its limit. In 20 minutes, you can know whether you are talking to a qualified buyer or just another qualified prospect and how to position and analyze the sales solution that will work for you with a particular IT prospect.
- Discover PROVEN IT COLD CALLING TECHNIQUES AND SCRIPTS that make what is usually the most unpleasant part of sales a walk in the park. Learn how our methods and scripts help you get appointments with "C-level" (i.e., CIO, CEO, CFO, COO) executives and senior level management teams of Fortune 1000® companies.
- Discover why most web site copy scares IT prospects away and how to change your site communication to eliminate this problem immediately.
- 7 changes you can immediately make on your web site today to increase your inbound leads -- that most web site designers don't know.
- Learn how to write IT white papers that force your management prospects to take action steps without putting them to sleep.
"It is directly as a result of your course that I have been able to schedule appointments with some of the largest companies in the US and Canada."
"I am extremely grateful for having learned your "Rhino" techniques. If anything, they have worked too well. My boss, the VP of Sales, has actually reduced my territory so I would do less traveling, and has asked me to set up appointments for some of the other sales reps. Since having read your course 3 months ago, I have actually scheduled more appointments than the three other sales reps in my company, combined! I would heartily endorse your program and methods to anyone who wants to accelerate their success."
Steve Morein, IT Business Development Manager |
How to lay out a strategic IT sales call blueprint that shortens sales cycles
- PROVEN SALES TECHNIQUES that will help you strategically sell complex IT offerings enabling you to increase your commissions and exceed your sales quotas.
- ACCELERATE YOUR SELLING CYCLE with sales tactics that speed up your prospects' buying cycle to match your sales cycle.
- FIND OUT why you can reduce your sales cycle success by 75% when you overprepare for your first client meeting
- DISCOVER HOW TO MAP OUT your high tech sales cycle and target key accounts to focus on solution sales that generate the most revenue.
How to communicate to IT management prospects as a peer
instead of a vendor
- THE TOP FIVE WAYS TO SELL your technology services, software and applications quickly, efficiently and profitably, bypassing any business obstacles that stand in your way.
- LEARN HOW TO succeed in a discounting market and sell more IT faster.
- HOW TO PRICE your technology or your professional service so you can sell at higher prices.
- DISCOVER HOW TO manage your IT buyer's fear – to help you increase your success and manage your competitors at the same time.
- LEARN HOW TO BECOME A PEER IN THE BOARDROOM, NOT A VENDOR IN THE HALLWAY. Let's face it -- no one loves a needy salesperson. Learn how to tailor your approach to use an action step sales process as a business professional.
- IT SALES COMMUNICATION TECHNIQUES that position you and your firm as industry specialists where senior management prospects seek you out.
- How to add value to your IT offering three dimensionally so your prospects believe what you say.
How to give IT executive briefings and demos that make management teams want to buy before you give them a proposal
- Learn our technology demo and executive briefing white board management presentation approach called the "THREE BOX MONTY" that uses experiential sales techniques and business psychology to help your IT prospects "experience" the value of your IT or professional service.
- Why you should always be the first to give an IT demo or webinar when there is competition and why going last (which is what most salespeople believe is the best position) is a BIG mistake.
- How to walk inside the buyer’s mind when you show your technology and understand how to demo.
- Discover how to develop specific talking points for you and your team to use during your management presentation that will BLOW AWAY YOUR COMPETITION. You will learn to engage both decision makers and decision influencers in an executive briefing and demo method that will induce them to ask for a proposal.
How to negotiate IT deals with senior management teams to improve your closing ratio and increase your profit margins
- HOW TO USE "PSYCHOLOGICAL ROI" to get management prospects to buy from you instead of your competitors regardless of their budget.
- Learn the best sales methods to MANAGE YOUR COMPETITORS before they manage you.
- CLOSING THE SALE is the most crucial part of the deal. Learn the sales techniques that will help you close virtually every deal, every time.
- FIVE STEPS YOU CAN TAKE during your IT deal negotiation process that can increase your sales closing ratio by 150%.
How to position your IT value so management sees you as a specialist, not a commodity (even if your IT is a commodity)
- Learn how to sell and market IT PROSPECTS ON VALUE, NOT PRICE -- it is the only way to prosper in a recession. Now you can learn how to close the sale, even with a higher price.
- DISCOVER THE 7 QUESTION SALES SUCCESS SCORECARD you need to use to maximize your revenue capture success.
- FIVE SPECIFIC STEPS YOU CAN TAKE right now TO DEVELOP A SALES VALUE PROPOSITION for your IT or service that will get your prospects to see you and your firm differently . . . immediately.
How to create IT sales proposals that make management teams want to buy now
- DISCOVER WHY MOST IT PROPOSALS FAIL and why they make you lose sales.
- LEARN HOW TO USE THE BUSINESS CASE METHOD OF IT PROPOSAL FORMAT to communicate to management why they should buy from you instead of your competition . . . even if your IT or service costs more.
- STEP-BY-STEP INSTRUCTION ON SELLING TO C-LEVEL executives and senior management of Fortune 1000® companies, as well as small business owners.
- LEARN FROM OUR EXPERIENCES WITH MANY public, private and VC-funded technology, software and service companies . . . what works and what doesn't.
- LEARN HOW TO REDUCE your prospect's resistance to work with you through email and phone communication.
- DISCOVER HOW TO MANAGE prospects who don’t know how to buy correctly.
AND SO MUCH MORE! All this is available in this one unique seminar and IT sales and marketing training resource, "Value Forward Selling: How to Sell and Market IT to Management."
Register now and receive our IT Salesperson Time Management Success Kit -- a step-by-step program that teaches specific techniques and methods to help you learn how to increase your IT sales productivity and your income simultaneously using proven strategies and methods. Value—$127.
As an additional bonus, you'll receive a copy of our audio CD, 6 Pillars for Sales Success -- a step-by-step program that teaches specific techniques and methods to help you learn how to how to become more successful!
Register no later than midnight September 15, 2010 and save $70 off our $427 price -- you pay only $357! Register now before it's too late!
"Cold-calling techniques have not only quadrupled our hit rate, they have created an environment within my team where cold-calling is actually viewed as productive time"
"Paul's program is the first, and I've been through many in my 15 years in sales, that provides practical strategies and tactics you can implement immediately and see results. His cold-calling techniques have not only quadrupled our hit rate, they have created an environment within my team where cold-calling is actually viewed as productive time. The 20-minute qualifying meeting is especially timely considering that the current technology buying climate is one with many lookers and few qualified buyers. This technique allows you to quickly cycle through those lookers and identify the buyers, drastically reducing your sales cycle. Lastly, the 3 box Monty is the most effective and original technique I've used to fully involve all members of the prospect's team in the sales process."
Steve Novak, Account Executive
"I've been exposed to multiple training methods throughout my IT sales career and nothing is like the 'How To Sell Technology' course. It is tactical and strategic at the same time and teaches you how to sell senior management faster than you ever thought possible."
B. Bradley - Director of IT Sales |
We Give You Everything – We Hold Nothing Back!
Come Early and Stay Late. This is not a stripped down seminar – It starts at 8:00 am EST sharp and goes to 5:00 pm.
You will receive:
- Case studies of client successes
- IT marketing checklists and action steps
- Templates
- Checklists to personalize your IT sales approach based on your business model
- Client engagement forms to shorten your sales cycles
- Assessment guidelines to determine when a prospect is qualified
- Action Activity MAPS -- to walk you through your action steps to get your sales and marketing to the next level
- A detailed 100 page workbook
IT sales and marketing professionals have
2 choices for survival --
Hunt Now . . . Or Be Eaten Later!
So, continue with the marketing and selling techniques you've been using, or get serious about your future . . . and change your IT business approach now!
Your investment for this extended day of training is nominal - only $357 if you register by September 15, 2010 (regular registration is $427). Deadline to register is October 5, 2010.
Spend one day with our team
then go back . . . and quickly shift
your IT business into overdrive!
So, I urge you to register now. We have limited seating so don't wait.
"Yes Paul, I Want To Learn How To Grow My IT Sales and Lead Generation!"
I want to attend your IT sales and marketing business growth seminar designed for VARS, managed services, high tech players, software companies and professional service firms like mine.
I know I'm protected by your "better than" 100% money back guarantee!
|
If you want to be a part of this 1-day jam-packed training, then I invite you to complete the online registration form or call me personally right now at 800-238-0062.
The ball is in your court now . . . the rest is up to you. I have offered you a top notch training day full of "usable" and "proven" tactics . . . I have taken away all the risk . . . all that's left to do now is take
A—C—T—I—O—N.
Dedicated to your success,
Paul R. DiModica
CEO
Value Forward Group
1-800-238-0062
In IT, it's . . .
Hunt now, or be eaten later!
Get a discount for bringing your colleagues! 10% discount for two or more people attending from the same firm. So bring your colleagues and save!
Remember . . . you risk nothing! I will happily refund your entire fee plus up to $200 for plane and hotel travel expenses if you decide I am not living up to my end of the deal. I wouldn't have it any other way. Don't wait another second . . . reserve your spot!
Questions – Call me now at (800) 238-0062.
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