Max Schroeder (Moderator),
President & CEO,
AXIOM Sales Force Development
The Leckie Group, Inc.
ï¿½Selling in a weakened economyï¿½ by Bob Nicols
The current global economic crisis is what I would call an ï¿½equal opportunityï¿½ disaster. No one is losing sales. Unfortunately, no one is winning any either. Prospects are in survival mode. Our sales pipelines are nearly bone-dry and what remains are ï¿½no-decisionsï¿½.
Unfortunately, most technology sales professionals donï¿½t know how to sell in a softer economy. Our sector has never faced challenges this tough, and weï¿½re beginning to see just how spoiled we all were. Itï¿½s time to focus on training. Itï¿½s time retool our skill set. You can survive and even prosper in this economy, but you canï¿½t sell the way you have in the past.
In uncertain economic times, people donï¿½t buy ï¿½nicetiesï¿½, they buy ï¿½necessitiesï¿½. Survival is the strongest of instincts. A ï¿½nicetyï¿½ becomes a ï¿½necessityï¿½ when not buying it threatens the companyï¿½s very existence. A prospect can tell you that everything you are selling could be of benefit to their company and still not buy. They will continue without a decision until the economy improves and they are in the mood to buy things that are ï¿½nice to haveï¿½, or until their business is negatively impacted to the point where they must have your solution.
In this session, you will learn how to position your technology as a ï¿½survivalï¿½ solution, a ï¿½must haveï¿½. Youï¿½ll leave knowing EXACTLY what information is required to move prospects to decision. More importantly, youï¿½ll have customers who, as businesses, will be stronger and more capable of survival and prosperity in this economy.
Staying Competitive in A Challenged Economy? By Jeanne Leckie
Come learn how to drive your company's brand, culture and discipline for impact with customers, employees and the bottom-line. Achieve focus on process, metrics and results that matter in a down economy. Learn how to strengthen the business outcomes of your customers by improving your selling process, your approach and positioning in a multi-solution, multi-vendor environment. Command improved business efficiencies and discover how to uncover the gaps to realign your business and your customer's business model proficiently. Leave the session with the knowledge to EXECUTE.
This is a must session for all resellers attending ITEXPO East 2009. In fact, you could justify going to ITEXPO based simply on this session and the other reseller day activities. With a challenging market, resellers need a leg up on the competition. This session will permit your sales and management teams to attend a session conducted by the best trainers and business advisors in the industry today. The greatest news is that this session is FREE TO REGISTERED RESELLERS.