Defending Against Strategic Selling
SALES TARGETS & TACTICS How the Other Side Plays the Pricing Game
Wednesday, May 14, 2014 What:
ISM - Central Indiana Meeting
When:
5:30 - 8:00 PM
Where:
Primo’s South, Indianapolis
Overview Sales organizations use highly disciplined and tightly aligned Strategic Selling methodologies to deliver predictable and profitable customer revenues to their firms. In this session, participants experience first-hand the strategies and techniques that suppliers use to maximize leverage and pricing throughout a transaction. Sales Targets and Tactics leverages decades of sales executive experience to provide behind-the- scenes insight into the world of complex solution selling. By understanding the approaches sales teams employ, buyers begin the process of learning how to play the Pricing Game more effectively.
Attendees Will Learn
Presented By:
• The strategies used by IT supplier sales teams during a sales campaign • The methodologies sales teams use to forecast and close deals • How vendor sales teams maximize revenue and profit from their customer base • The techniques sales professionals use to prevent customers from inspecting their deals • Ways to align internal teams to outmaneuver the sales teams • How to implement a value-based approach to buying technology
ISM - Central Indiana, Inc.
• Ways to get best pricing while maintaining positive relationships • Understand the critical information that affects pricing, services levels, and discount
Andrew Ozlowski - Managing Director, ClearEdge Partners, Inc. Andrew Ozlowski came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within enterprise software and IT consulting services industry. Andrew brings specific expertise to the ClearEdge Practice teams for application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates and brings expertise on deal-making and long-term cost control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.
© 2014 ClearEdge Partners, Inc.
Confidential & Proprietary Information
Do Not Distribute.
Wednesday, May 14, 2014 What:
ISM - Central Indiana Meeting
When:
5:30 - 8:00 PM
Where:
Primo’s South, Indianapolis
Overview Sales organizations use highly disciplined and tightly aligned Strategic Selling methodologies to deliver predictable and profitable customer revenues to their firms. In this session, participants experience first-hand the strategies and techniques that suppliers use to maximize leverage and pricing throughout a transaction. Sales Targets and Tactics leverages decades of sales executive experience to provide behind-the- scenes insight into the world of complex solution selling. By understanding the approaches sales teams employ, buyers begin the process of learning how to play the Pricing Game more effectively.
Attendees Will Learn
Presented By:
• The strategies used by IT supplier sales teams during a sales campaign • The methodologies sales teams use to forecast and close deals • How vendor sales teams maximize revenue and profit from their customer base • The techniques sales professionals use to prevent customers from inspecting their deals • Ways to align internal teams to outmaneuver the sales teams • How to implement a value-based approach to buying technology
ISM - Central Indiana, Inc.
• Ways to get best pricing while maintaining positive relationships • Understand the critical information that affects pricing, services levels, and discount
Andrew Ozlowski - Managing Director, ClearEdge Partners, Inc. Andrew Ozlowski came to ClearEdge Partners after spending the previous 18 years in business development, sales and leadership roles within enterprise software and IT consulting services industry. Andrew brings specific expertise to the ClearEdge Practice teams for application software, business intelligence solutions and consulting services drawing from his experience at SAP, Kronos and Computer Associates and brings expertise on deal-making and long-term cost control strategies from involvement in thousands of transactions on both the vendor and customer sides. Andrew has a B.S. in Organizational Leadership from Purdue University where he was also an intercollegiate athlete, letterman and youth mentor.
© 2014 ClearEdge Partners, Inc.
Confidential & Proprietary Information
Do Not Distribute.
