As with the first workshop, this session will also be presented by Mr. Paul Dippell (CEO - Service Leadership). If you haven't heard Paul present his thoughts and knowledge around MSP and how to grow your business, you're in for a real treat. He made a HUGE impression to all of our Resellers during the "101" workshops and Intel is confident he will leave you excited and knowledgeable on how to successfully grow your business.
Objectives:
- Provide Resellers with the Sales/Service know-how business acumen to close Managed Services business.
- Provide Resellers with real-world sales techniques and Service Level Agreements to propel their business in to a profitable Service organization based on Intel® vPro™ Processor Technology and Intel® Centrino™ Processor Technology solutions.
Target Audience:
- Intel® Premier or Associates (includes COEMs/LH's/bVARs) who primarily sell to SMB
- Prior experience in selling Intel® vPro &/or Server solutions
- Resellers who have decided to move from "Break Fix" to "Managed Service" Biz Model
- Preferably 2-3 representatives per company
- 1 Sales Rep -> Owner/Director or Senior Sales Rep
- 1 Professional Service Rep -> Director or Senior Professional Service Manager
Format:
- External Consultant Driven
- 1-Day Classroom-Style Workshop
Example of items to be covered:
1. Sales Cycle Overview
2. Prospecting and Lead Generation
3. Preparing for the Sales Call
4. Cold Calling / Warm Calling - What to expect & how to avoid pitfalls
5. Value Propositions
6. Customer Selection
7. Performing an ROI Analysis
8. Overcoming Price Objections by Size and Market Vertical
9. Creating Service Contracts and SLA's
10. Role Playing Sales Exercises