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Monday, April 7 • 1:00pm - 1:50pm
Perfecting the Sales Professional's and Sales Engineer's Synergies and Using QBRs to Close Opportunities Faster

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This session focuses on understanding an IT solution, cloud or managed services provider's sales engineering role during the sales and quarterly business review process. Too often sales professionals and sales engineers actually impede the sales process and slow sales velocity due to a lack of understanding of the role each must play properly during the sales process. Topics include ownership of the sales process and sales meetings, preparation, who should say what when, what to say, what not to say and how not to say it, when to take a sales engineer to a sales meeting and when to leave them behind, and more. Also covered are conducting effective quarterly business reviews to reinforce the value of the services you provide your clients and help transform them into technology strategic business owners with IT budgets and technology roadmaps.

Attendees of this session will receive the following tools: The Sales Engineering Process Best Practice Guide, Client Needs Analysis Template, QBR Meeting Agenda

Download my deck and handouts and get a free 30 Day subscription to our IT Business Builder Training and Resource Center courtesy of Ingram Micro here: www.spc-intl.com/ingrammicrocloud2014.

Speakers
avatar for Erick Simpson

Erick Simpson

Vice President and CIO of SPC International, Inc., SPC International, Inc.
Vice President and CIO of SPC International, Inc., Erick is one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, authors and speakers in the industry. He has contributed to numerous industry publications and events and has authored "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK... Read More →


Monday April 7, 2014 1:00pm - 1:50pm
Atlantic 1

Attendees (25)