Strategic Selling methodologies
SALES TARGETS & TACTICS How the Other Side Plays the Pricing Game
1 Credit Hour
Event:
ISM Monthly Dinner Meeting
When:
September 18, 2014
Location:
Renaissance Denver Hotel 3801 Quebec Street Denver, Colorado 80207
Overview of Training 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 ¡¡ The strategies used by IT supplier sales teams during a sales campaign
¡¡ Ways to align internal teams to outmaneuver the sales teams
¡¡ The methodologies sales teams use to forecast and close deals
¡¡ How to implement a value-based approach to buying technology
¡¡ How vendor sales teams maximize revenue and profit from their customer base
¡¡ The ways to get best pricing while maintaining positive relationships
¡¡ The techniques sales professionals use to prevent customers from inspecting their deals
¡¡ Understand the critical information that affects pricing metrics, services levels, and discounts
Jim Florentine - Managing Partner, ClearEdge Partners, Inc. Jim Florentine brings 25 years of IT management and leadership experience to his leadership of the ClearEdge System & Server Management and Mainframe Practice teams. Prior to ClearEdge, Jim built numerous IT hardware and software sales organizations. He served as Senior Vice President for CA Technologies, Area Vice President for Platinum Technologies and led the storage marketing division at EMC Corporation. He graduated Cum Laude from Tufts University with a Bachelor of Science in Electrical Engineering. © 2014 ClearEdge Partners, Inc.
1 Credit Hour
Event:
ISM Monthly Dinner Meeting
When:
September 18, 2014
Location:
Renaissance Denver Hotel 3801 Quebec Street Denver, Colorado 80207
Overview of Training 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 ¡¡ The strategies used by IT supplier sales teams during a sales campaign
¡¡ Ways to align internal teams to outmaneuver the sales teams
¡¡ The methodologies sales teams use to forecast and close deals
¡¡ How to implement a value-based approach to buying technology
¡¡ How vendor sales teams maximize revenue and profit from their customer base
¡¡ The ways to get best pricing while maintaining positive relationships
¡¡ The techniques sales professionals use to prevent customers from inspecting their deals
¡¡ Understand the critical information that affects pricing metrics, services levels, and discounts
Jim Florentine - Managing Partner, ClearEdge Partners, Inc. Jim Florentine brings 25 years of IT management and leadership experience to his leadership of the ClearEdge System & Server Management and Mainframe Practice teams. Prior to ClearEdge, Jim built numerous IT hardware and software sales organizations. He served as Senior Vice President for CA Technologies, Area Vice President for Platinum Technologies and led the storage marketing division at EMC Corporation. He graduated Cum Laude from Tufts University with a Bachelor of Science in Electrical Engineering. © 2014 ClearEdge Partners, Inc.
