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Introduction
I.T. Sales Boot Camp is a two-day program designed to help sales professionals WIN business. The program presents a proven competitive selling methodology based on political acumen, identifying value and building competitive immunity. I. T. Sales Boot Camp enables salespeople to engage and defeat competition while focusing on delivering customer value.

Meet the instructor - click here

Program Goals
At the conclusion of I.T. Sales Boot Camp, salespeople will have enhanced their abilities to:

• Identify, articulate, and deliver value propositions.
  
• Prioritize sales opportunities and produce accurate forecasts.
  
• Develop sales strategies that recognize customer politics as a major source of leverage.
  
• Use momentum to accelerate the sales cycle and reduce the cost of sales.
  
• Influence and assist the customer to better manage sales cycle decision-making.
  
• Operate in a consultative role to earn "insider-status" and provide increased value to customers.
  
• Help the sales organization manage their portfolio of business by installing a "Competitive Review Committee" approach.
  

  I.T. Sales Boot Camp is a highly interactive, two-day seminar which explores three core topics:

The Account Planning Environment
Creates a philosophical backdrop presenting the rationale for adopting and implementing the approach. "Sales superiority" as a source of competitive advantage is analyzed. Focuses on shifting the sales team's reliance on traditional sales approaches (product/service, price, and company reputation) to that of a consultative approach based on "SECRET" value propositions.

Exploring for Value
This is the first phase of the process. Account teams learn to develop a consultative approach to selling based on the mutual discovery of value. This phase also enables account teams to prioritize sales opportunities based upon quantifiable measures of value, customer and competitive resistance, and upper management and political leverage. The "SWOT" Analysis is introduced as a sales and resource tool, which will become a standard operating procedure after the program.

Achieving Momentum
Enables salespeople to competitively and politically position quantifiable value propositions to customers as the basis for advancing the business relationship. Emphasis is placed on articulating a strategy to defeat competition as well as designing a political strategy to leverage momentum at all levels of the customer organization. Participants are required to bring "live deals" as subjects for this program.

ONLINE Pre-course Assessment
Prior to attending the program participants complete a diagnostic behavioral style assessment which illuminates areas of strength or weakness in sales behavior. This unique ONLINE instrument results in creating a baseline for comparing sales performance against "best practice" benchmarks and provides a real tool for sales management to increase sales performance.

Here is a sample I.T. Sales Boot Camp program agenda. Of course, we will customize the program just for your team.

Day One: Morning session: Understanding who's who in the major accounts (9:00am-12:00pm)

• Identifying decision-makers involved in the procurement process
  
• Defining the "key stakeholders" of the complex sale.
  
• The difference between strategy and tactics and why strategy always comes first
  
• The four steps of an effective strategy
  
• How to plan the sales call to shorten the sales cycle
  
• Workshop: Creating a team sales approach
  
• How to get to the "financial stakeholder."
  
• What are the characteristics and behaviors of this buyer
  
• How to create value and become a partner
  
• How to make credible sales calls at senior levels
  
• Workshop: Defining your position with the financial stakeholder

Lunch (12:00pm - 1:00pm) catered, working lunch

Afternoon session: The GAP questioning model (1:00 -5:00pm)