This document outlines a 7 step sales process for supercharging revenue growth. The steps include preparation, warming up the prospect, qualifying them, presenting your solution, overcoming objections, closing the sale, and following up. Each step is then explained in more detail, providing guidance on how to properly execute that step, including what questions to ask at different points, how to handle objections, and tips for an effective closing. The overall process emphasizes preparing for each sales interaction, building rapport with prospects, thoroughly qualifying them to ensure fit, and providing value at each stage to move the prospect through the cycle.
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Inform, don't sell - selling in the social media ageCraig Pickering
Selling has changed with social media...forever.
If you don't recognise this, then your business will suffer and you will lose to those who embrace this new selling technique.
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
When B2B cold calling, you can spend up to 50% of your time dealing with gatekeepers. If you spend a little time to improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness and we outline some tips for you in this sales training webinar video – How to Consistently Get Around Gatekeepers When B2B Cold Calling.
Build Email Drip Campaigns that Convert SalesSalesScripter
When we hear the prospect say “No”, it can often be the case that the prospect is not saying, “No, never”. More so, they are really saying “No, not right now”.
This is because prospects are often not ready to purchase at the exact moment when you get in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right.
With that being the case, you should not completely walk away from a lot of the prospects that say “no”. What you need to do is find a way to stay fresh in the prospect’s mind so that you can be at the top of their list when it is time to move forward and make a purchase.
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
The words you say are your most powerful sales tool. Are you fully utilizing this tool and generating as many leads and sales as possible?
Don’t be like most salespeople and just talk about your products to trigger interest. There is a better way and we will clearly outline that in our next webinar “Small Talk Track Changes – Big Sales Improvements”.
In this webinar, you will learn:
– Communicating the value that you offer
– Bringing prospect’s challenges into your pitch
– Asking powerful questions
– Talking about your products and company in the best way
You will get tips that you can immediately implement and see results. And this knowledge will be able to be applied to all the different ways that you communicate with prospects – over the phone, in emails, while networking, on your website, and more.
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
If people buy from people they like, all we have to do is get people to like us more, right? Well, how the heck do we do that if we are who we are.
Believe or not, there are actually some small things you can do to be more likable and we will outline those in our next webinar "10 Tips for How to Build More Rapport with Sales Prospects".
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Inform, don't sell - selling in the social media ageCraig Pickering
Selling has changed with social media...forever.
If you don't recognise this, then your business will suffer and you will lose to those who embrace this new selling technique.
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
When B2B cold calling, you can spend up to 50% of your time dealing with gatekeepers. If you spend a little time to improve your knowledge and skills with how best to deal with the gatekeeper, you can immediately improve your sales effectiveness and we outline some tips for you in this sales training webinar video – How to Consistently Get Around Gatekeepers When B2B Cold Calling.
Build Email Drip Campaigns that Convert SalesSalesScripter
When we hear the prospect say “No”, it can often be the case that the prospect is not saying, “No, never”. More so, they are really saying “No, not right now”.
This is because prospects are often not ready to purchase at the exact moment when you get in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right.
With that being the case, you should not completely walk away from a lot of the prospects that say “no”. What you need to do is find a way to stay fresh in the prospect’s mind so that you can be at the top of their list when it is time to move forward and make a purchase.
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
The words you say are your most powerful sales tool. Are you fully utilizing this tool and generating as many leads and sales as possible?
Don’t be like most salespeople and just talk about your products to trigger interest. There is a better way and we will clearly outline that in our next webinar “Small Talk Track Changes – Big Sales Improvements”.
In this webinar, you will learn:
– Communicating the value that you offer
– Bringing prospect’s challenges into your pitch
– Asking powerful questions
– Talking about your products and company in the best way
You will get tips that you can immediately implement and see results. And this knowledge will be able to be applied to all the different ways that you communicate with prospects – over the phone, in emails, while networking, on your website, and more.
Networking is one of the best lead generation methods for a salesperson or business owner. But what you do and say when you get out there can have a very big impact on the leads you produce.
If there is a need for you to generate more leads or if you spend a lot of your time networking, join us for our next webinar “How to Be an Awesome Networker” where we will outline tips that you can immediately implement and expect to see a positive impact on your sales results.
In this training session, you will gain insights on:
– What to say and ask when networking
– How to work the room at an event
– How to build strong relationships
– How to manage the networking sales process
– How to establish a networking mindset
Being a better closer is one of the most common areas that sales people want to improve. The good news is that there are some very small and easy to incorporate changes that can immediately make you a better closer and those are outlined in this video.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
How to Deal with Gatekeepers when Sales ProspectingSalesScripter
You can spend more than 50% of your time phone prospecting getting your calls answered by some sort of gatekeeper. These gatekeepers will usually operate with the objective of shutting you down and preventing you from talking to anybody.
Do you have a game plan for how to deal with this obstacle? There are key things that you can do to get the gatekeeper to shift from being your enemy to being your ally.
In this training module, we provide a methodology that you can easily implement that will provide clarity around what you should do when talking with gatekeepers. Since you will have to face them so often, by simply having some logic to use in this one area, you will immediately improve your results.
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Networking is one of the best lead generation methods for a salesperson or business owner. But what you do and say when you get out there can have a very big impact on the leads you produce.
If there is a need for you to generate more leads or if you spend a lot of your time networking, join us for our next webinar “How to Be an Awesome Networker” where we will outline tips that you can immediately implement and expect to see a positive impact on your sales results.
In this training session, you will gain insights on:
– What to say and ask when networking
– How to work the room at an event
– How to build strong relationships
– How to manage the networking sales process
– How to establish a networking mindset
Being a better closer is one of the most common areas that sales people want to improve. The good news is that there are some very small and easy to incorporate changes that can immediately make you a better closer and those are outlined in this video.
How to teach salespeople to always ask the right questionsSalesScripter
The best salesperson is the one that asks the best questions. But it can be extremely challenging to train your sales resources to what questions to ask at all the different times.
What often happens is learning through trial and error which can be extremely costly in terms of deals lost and long new hire ramp up time.
It does not need to be so difficult and we will show you this on our “How to Train Your Salespeople to Always Ask the Right Questions” webinar where we will:
– Show you a two-step qualifying process
– Outline both pre-qualifying questions and hard qualifying questions
– Closing questions
– Networking questions
– How to build question trees that have all of the best follow-up questions
SPIN selling technique is helping salespeople to gather more information and facts about the customers current situation, also discover the sales opportunities.
How to generate leads without making cold callsSalesScripter
Many people question whether cold calling works. Even though we believe it does, it can be extremely nice getting appointments with new prospects without ever picking up the phone and we have a structured process for how to do this.
To see a demonstration of this process, join us on our next webinar “How to Generate Leads Without Making a Cold Call”. We will go through this process step-by-step and you can take whatever you want from what we show you.
And if you are skeptical on whether our process will work without making calls, you can certainly some amount of cold and warm calling to what we show you in the webinar.
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
How to Deal with Gatekeepers when Sales ProspectingSalesScripter
You can spend more than 50% of your time phone prospecting getting your calls answered by some sort of gatekeeper. These gatekeepers will usually operate with the objective of shutting you down and preventing you from talking to anybody.
Do you have a game plan for how to deal with this obstacle? There are key things that you can do to get the gatekeeper to shift from being your enemy to being your ally.
In this training module, we provide a methodology that you can easily implement that will provide clarity around what you should do when talking with gatekeepers. Since you will have to face them so often, by simply having some logic to use in this one area, you will immediately improve your results.
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
An outline of the key parts of the first two steps of Steve Blank's Four Steps to the Epiphany as well as how to do customer development interviews.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
10 Marketing Tactics That Will Drive More MSP SalesPresstacular
You’ve got limited time and money to put into marketing. Learn 10 tactics that will generate more qualified leads and drive more sales for your managed services. This presentatoin will give you an actionable plan that you can implement right away so prospects find you, like you and want to buy from you.
Join us to learn:
* How to package your services so they are easier to buy
* How to get a prospect to reveal what they really want
* What to write in your proposal that will set you apart from your competition
* Ways to make your prospect feel more comfortable with you than anyone else
* How to use incentives to get prospects to contact you
More details are at http://presstacular.com
The Value of Developing Relationships in SellingJames Muir
Presentation given in 2012 to the NextGen Healthcare national sales force. On the value of developing relationships and genuinely providing value for clients.
Innovation starts with the working backwards from the customer. In this session, we will share how this approach plus culture and other mechanisms can enable everyone to be an innovator. Hear about how your company can build an effective system and an environment that will foster and support human creativity and drive technological progress.
Speaker: Dipen Mehta, Head of Digital Innovation, APAC, AWS
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
JOIN our LinkedIn group: http://www.linkedin.com/grp/home?gid=8404006
JOIN our Meetup group: http://www.meetup.com/Sales-Masters/
JOIN our Facebook group: https://www.facebook.com/groups/483102775201392/
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
Join Kaseya and guest cybersecurity expert from Kaspersky, Cynthia James, to hear how companies like Target, eBay, and Home Depot are losing data, and how you can protect your company from suffering the same fate.
• The latest cybersecurity threats and vectors putting organizations at risk
• How your organization can avoid falling victim to a data breach
• Additional strategies to secure your organization and its data
Enterprise Mobility Management I: What's Next for Management (MDM)Kaseya
Mobility is an ever-changing target for organizations, forcing them to continually advance their capabilities in order to secure and manage corporate data. In this session we will preview the enhancements coming up in Kaseya’s May 2014 release. Focusing on application management and how to best use it, we will cover this new capability in depth. Along with details on additional policy and agent enhancements, we will share the direction we are taking for Enterprise Mobility Management in 2014 so you can plan your adoption strategy for mobile.
Enterprise Mobility Management II: BYOD Tips, Tricks and TechniquesKaseya
The BYOD phenomenon is impacting all organizations. It is no longer a choice whether to ‘allow’ BYOD within the organization – it is happening, and organizations need to figure out how to manage it – fast. With the recent release of Kaseya BYOD Suite, we want to share with you the many ways organizations can harness BYOD to not only secure and manage corporate data, but to drive new value for the organization. We will cover many ways to use the full power of this using examples from actual customer deployments. Come to learn how you can get up and running in minutes and solving this critical IT service need.
Remote Control Architecture: How We Are Building The World’s Fastest Remote C...Kaseya
Signaling, encryption, messaging, video codec, dynamic buffering, P2P, PsuedoTCP and Relay are all various pieces of technology needed to create a remote control session. We have rebuilt the entire remote control solution from the ground up with a focus on speed, performance, and reliability. Come listen as we talk about the next generation of Kaseya remote control and why it will be the fastest in the world.
Reporting and Dashboards: The Present and Future Direction of VSA ReportingKaseya
Analytics and data visualization is becoming a pivotal part of our lives. Good data visualization can showcase never before seen patterns, drive process change, or identify problem areas across organizations. Come hear our vision for the next generation of analytics and data visualization in VSA for servers, computers, applications, users, and more.
365 Command: Managing SharePoint in Office 365Kaseya
In this session you’ll learn how to use 365 Command to maximize your Office 365 SharePoint Online capabilities. From running reports on inactive sites, determining the sizes of sites, and running other common administrative reports, you can do it all with 365 Command. We’ll also spend some time going over the how to find the most active users in your SharePoint Online environment.
365 Command: Managing Exchange in Office 365Kaseya
In this session you’ll learn how to use 365 Command to maximize your Office 365 Exchange Online capabilities. From creating mailbox templates, enabling reporting, and performing other common administrative tasks, we’ve got you covered. Additionally, we’ll spend extra time going over the features that are most valuable for MSPs.
Advanced Administration: Mobile Device ManagementKaseya
Enhance the management of your corporate mobile assets with increased visibility and control across device types, applications and configuration. In this session, you will learn about new ways to leverage the MDM capabilities in Kaseya to provide multiple layers of security for the mobile context. From advanced OS-specific profiles, to strategies for managing applications and network settings, you will gain insights into how to get the most out of the MDM services at your disposal in Kaseya Virtual System Administrator (VSA).
Kaseya Traverse is a new addition to Kaseya's IT management suite and focuses on advanced cloud and network monitoring capabilities. In this session we will cover advanced topics for managing your Kaseya Traverse instance. You will learn how to setup SLA measurements for business critical services, perform baseline analysis to automatically adjust alarm thresholds, effectively use templates to facilitate faster rollout, and utilize the query tool for common administrative tasks. While geared towards administrators responsible for day-to-day management of Kaseya Traverse instances, this session will also highlight advanced capabilities that regular users can take advantage of. For attendees not familiar with Kaseya Traverse, the "Kaseya Monitoring Suite Overview" session is a recommended pre-requisite.
It is a fact of life for companies large and small today – employees are using their personal devices to access corporate resources. Addressing BYOD enterprise mobile access is no longer a nice to have, it is an imperative. This session will cover the advanced capabilities available in the Kaseya BYOD suite, including support for multiple document data sources, partitioning access based on AD group membership and other advanced administration topics. With a focus on addressing real-world needs, you will learn how to extract the maximum value from this innovative solution.
The MSP of the Future: Key Trends and Opportunities for Growing Your Revenue ...Kaseya
The market for today’s MSPs is rapidly changing. Attend this session to learn how CodeBlue, a successful MSP that has grown to 125 staff members and over $25m in revenue, is thinking strategically about the future for MSPs. During this session, Founder and CEO of CodeBlue, Ken Davis, will share an analysis of the key trends affecting MSPs today, some of the real world lessons CodeBlue has learned, and how they are building new annuity based revenue streams that will take their company into a successful future.
Boost Your Managed Services and Profits by Adding Disaster Recovery to any Ac...Kaseya
Adding cloud backup and disaster recovery capabilities to your Acronis installed base gives you powerful new ways to ensure uptime and resiliency for your clients and their critical infrastructure. Cloud based DR is also a big money maker, driving recurring revenue and cash flow for partners focused on managed services. eFolder is pleased to announce the general availability of eFolder BDR for Acronis, a new cloud disaster recovery service that marries the power of Acronis software with the massive storage and recovery capabilities of the eFolder Cloud. Join Ted Hulsy as he reviews the features, benefits, uses cases and special partner pricing for this exciting new service.
Security and Backup II: Vision and DirectionKaseya
Backup and Security solutions are critical for today's IT environments. Having a robust and easily managed data protection tool can ensure the recoverability of your IT infrastructure. Complete, reliable endpoint security is key to protect your IT systems against dangerous attacks and malicious software. This session will provide you with an opportunity to learn about Kaseya‘s vision for its Security and Backup solutions: future developments, improvements to the existing solutions, and long-term strategy.
What sets Kaseya’s software platform apart from stand-alone solutions is the embedded integration approach. Kaseya’s VSA embeds industry-leading Security and Backup solutions from OEM partners, providing complete endpoint protection from malicious software and easy data protection and recovery, all managed from the central Kaseya web-based console. This session will provide you with a thorough understanding of the OEM architecture design and the integration of these key elements in Kaseya’s single-pane of glass.
Monitoring and alerting is an important aspect of IT operations management and Kaseya provides comprehensive coverage across the infrastructure. In this session, we will explore how Kaseya’s solution provides end-to-end monitoring using both agent-based as well as agentless technology. We will walk through common use cases and highlight how proactive monitoring and alerting can reduce downtime and ensure user satisfaction. You will learn about the differences between monitoring capabilities in Kaseya Virtual System Administrator (VSA) and Kaseya Traverse. We will also highlight the recently integrated capabilities of Kaseya Network Monitor into Kaseya VSA.
Accurate and efficient asset discovery is an integral part of IT operations management. Key concepts of successful asset discovery, either by scanning the network or Active Directory, will be the key topic of discussion in this session. You will also learn about advanced fingerprinting techniques used within Kaseya Virtual System Administrator (VSA) and Kaseya Traverse to present key performance indicators for monitoring. Finally, we will explore how asset discovery is not only limited to servers and workstations, but expanding into mobile devices and applications in the highly distributed and cloud-enabled networks.
Automation Desk II: Policy-Driven Automation and a Glimpse into the Future of...Kaseya
Do you spend a lot of time manually on-boarding new devices? As devices move, and assume new roles, are you chasing behind making manual settings to reflect the changes? Are you often left wondering if all of these manual settings were made consistently and completely? Let Policy Management do the work for you. Policy Management is tightly woven into your existing Kaseya solution, and if you have not yet unleashed its power to drive automation, then attend this session to see what is possible. We will also share a big-picture glimpse of the future of Kaseya automation, and how Policy Management, Service Desk, and Procedures will evolve to make IT service automation easier, and more powerful than ever before.
Automation Desk I: Leveraging Service Desk as a Hub for Advanced AutomationKaseya
Kaseya’s automation is a hallmark of the platform, and Service Desk was designed to take service automation to the next level. Don’t take our word for it - hear it straight from one of your peers and see concrete examples of how he has used Service Desk to drive automated remediation, automated ticket processing, event-based escalations, and more. Already using a 3rd party PSA solution? No problem -- learn how Service Desk can be leveraged as a powerful service automation engine and see how it can be fully integrated to your existing PSA. Don’t have an existing solution and want an embedded Service Desk solution via Kaseya’s single pane of glass? Service Desk can deliver that as well. Come to this session and learn how you can tap into the power of Service Desk to take automation to the next level.
Getting the most out of Kaseya means using it as a true platform, leveraging rich integrations that take advantage of our extensive Web Service APIs and modules that are fully incorporated into the Kaseya management interface. This session will give you an overview of the Technology Alliance Program, reviewing solutions available to you today and sharing how you can encourage your favorite vendors to deliver their own Kaseya integrations in the future.
Get the most out of your Kaseya implementation! Kaseya Virtual System Administrator -- It’s what you live and breathe -- the core set of functionality commonly called the “VSA.” This session will focus on sharing tips and tricks from several areas of the product that will drive new value for both new Kaseya users and veterans alike.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Neuro-symbolic is not enough, we need neuro-*semantic*Frank van Harmelen
Neuro-symbolic (NeSy) AI is on the rise. However, simply machine learning on just any symbolic structure is not sufficient to really harvest the gains of NeSy. These will only be gained when the symbolic structures have an actual semantics. I give an operational definition of semantics as “predictable inference”.
All of this illustrated with link prediction over knowledge graphs, but the argument is general.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
Key Trends Shaping the Future of Infrastructure.pdfCheryl Hung
Keynote at DIGIT West Expo, Glasgow on 29 May 2024.
Cheryl Hung, ochery.com
Sr Director, Infrastructure Ecosystem, Arm.
The key trends across hardware, cloud and open-source; exploring how these areas are likely to mature and develop over the short and long-term, and then considering how organisations can position themselves to adapt and thrive.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
Dev Dives: Train smarter, not harder – active learning and UiPath LLMs for do...UiPathCommunity
💥 Speed, accuracy, and scaling – discover the superpowers of GenAI in action with UiPath Document Understanding and Communications Mining™:
See how to accelerate model training and optimize model performance with active learning
Learn about the latest enhancements to out-of-the-box document processing – with little to no training required
Get an exclusive demo of the new family of UiPath LLMs – GenAI models specialized for processing different types of documents and messages
This is a hands-on session specifically designed for automation developers and AI enthusiasts seeking to enhance their knowledge in leveraging the latest intelligent document processing capabilities offered by UiPath.
Speakers:
👨🏫 Andras Palfi, Senior Product Manager, UiPath
👩🏫 Lenka Dulovicova, Product Program Manager, UiPath
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
Here is something new! In our next Connector Corner webinar, we will demonstrate how you can use a single workflow to:
Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
The Art of the Pitch: WordPress Relationships and SalesLaura Byrne
Clients don’t know what they don’t know. What web solutions are right for them? How does WordPress come into the picture? How do you make sure you understand scope and timeline? What do you do if sometime changes?
All these questions and more will be explored as we talk about matching clients’ needs with what your agency offers without pulling teeth or pulling your hair out. Practical tips, and strategies for successful relationship building that leads to closing the deal.
UiPath Test Automation using UiPath Test Suite series, part 3DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 3. In this session, we will cover desktop automation along with UI automation.
Topics covered:
UI automation Introduction,
UI automation Sample
Desktop automation flow
Pradeep Chinnala, Senior Consultant Automation Developer @WonderBotz and UiPath MVP
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
UiPath Test Automation using UiPath Test Suite series, part 3
Kaseya Connect 2013: A step by-step sales process guaranteed to supercharge revenue growth
1. A Step-by-Step Sales Process
Guaranteed to Supercharge
Revenue Growth!
Erick Simpson
2. Erick Simpson
Vice President & CIO, SPC International
Mr. Simpson is a recognized IT and Managed Services
Author, Speaker and Trainer, and contributor to
numerous industry publications and events. Author of
"The Guide to a Successful Managed Services Practice",
the definitive book on Managed Services, and the follow-
ups in MSP University’s Managed Services Series “The
Best I.T. Sales & Marketing BOOK EVER!” and “The Best
I.T. Service Delivery BOOK EVER!”, as well as his newest
book “The Best NOC and Service Desk Operations BOOK
EVER!”, Erick has also co-authored the HTG publication
“Peer Power – Powerful Ideas for Partners from Peers”.
Erick's prior experience includes overseeing the design,
development and implementation of Enterprise-level
Help Desks and Call Centers for Fortune 1000
organizations.
Erick
Simpson
Vice President & CIO
SPC International
www.spc-intl.com
• Over 20 years experience in the IT
industry
• Microsoft MCP, SBSC
• Author, Speaker and Trainer
• Built Call Centers and Service Desks for
Fortune 1000 Organizations
3. 7 Step Sales Process
• Preparation
• Warm Up
• Qualifying
• Presentation
• Overcoming Objections
• Closing
• Follow Up
4. Sales Step 1: Preparation
• Know your prospect
before you call them
• Study their Website
• Google EVERYTHING
• Develop your Warm
Up topics
5. Sales Step 2: Warm Up
• Relax, the decision maker is just a person
• Be prepared, know what you’re going to say,
and when you’re going to say it
• Utilize your data from Preparation
• Find common ground to break the ice
• Take your prospect’s mind off of the sale
• If you look like an IT person, you’ll be treated
like one – dress like the Trusted Advisor
6. Sales Step 3: Qualifying Using the QBS
Approach – PAS vs. SPA
• Use Diagnostic/Status Questions to uncover
needs and Qualify the ProspectStep 1: Credibility
• Use Issue Questions to discover if there are
Active or Latent Needs and to make Client
aware of Need
Step 2: Identify Need
• Use Implication Questions to create Emotional
Connection to Solution and Build Urgency
Step 3:
Connect Implication
• Let them know you can helpStep 4:
Introduce Solution
7. Qualifying Step 1: Credibility
Use broad, easy to answer questions to build
credibility
• Status/Diagnostic – Closed-Ended Questions that
are used to gather information quickly and build
credibility
• Transition – “Instead of a Generic Sales Pitch
would it be okay to ask you a few Specifics about
your current IT Environment?”
• Example – “Are your servers running Server 2008
or 2003?”
8. Qualifying Step 2: Identify Need
Narrow the Scope of you Conversation to build
value
• Issue – Why would someone want or need your
solution?
• Transition – “Other than the obvious need to have
your infrastructure functioning properly what are
you specifically looking for in your IT Provider? ”
• Example – “To what extent is the backup of
crucial data important to your strategy? ”
9. Qualifying Step 3: Implication
Increase the Velocity of the Sale with Motivators
• Implication – Deeper Questions and motivators
behind choices. The “Why” behind the issue.
• Transition – “Since you’re concerned about (insert
Issue), how does this affect your ability to (insert
Implication) ”
• Example – “Oh, since you’re concerned about
data backup and recovery, how does this affect
your ability to maintain regulatory compliance? ”
10. Qualifying Step 4: Solution
Use Solution Questions to Secure the Next Step
• Solution – Summarize the Client’s
requirements and suggest next steps.
• Transition – “How familiar are you with (Insert
Solution)?”
• Example – “Mr./Ms. Prospect it looks like we
can help. Does it make sense to schedule a
network assessment to make sure? How about
next Tuesday at 8:00 am?”
12. First Appointment
Create PAS
“Play Book” and
Needs Analysis
before Appointment
Warm Up Decision
Maker
Qualify to Ensure
You are Speaking to
Decision Maker
Make Introductory
High Impact
Statement
Ask Permission to
Ask Questions
Begin
Conversational
Layering Process
Use Implementation
Questions to build
Urgency
Position Away
Alternatives
Set Appointment for
Network Analysis
and User needs
Analysis
13. Sales Step 4: Presentation
2nd Appointment
• Present your services
• Present your numbers
• Present on your terms
• Don’t forget your warm up!!!
14. Sales Step 4: Presentation
Prospects invest for practical reasons, explain your
services in practical terms…
• Present in a clear, concise, logical order
• Use your prospect’s words when you can
• Stay focused
• Don’t let the prospect take you off course (i.e.
price)
• Don’t get technical
• Tie your features and benefits to their pain points
15. • The Power
Point
Presentation
Step 1
• The
Managed
Services
Proposal
Step 2
• The Cost
Savings
Analysis
Step 3
How to present in a clear, concise, logical order…
16. You’re the most valuable service provider in town, your pricing should reflect it…
17. Sales Step 5: Overcoming Objections
An objection is only a misunderstanding or lack
of information – avoid creating them…
• Don’t create arguments
• Don’t oversell features and benefits
• Don’t move forward until you confirm your
prospect’s understanding
• Don’t ignore your prospect’s questions
• Don’t use sales profanity…
18. Overcoming Objections
Words mean things, don’t use words that mean
the wrong thing…
Most common sales profanity:
Bad Word Better Word
Customer Client
Contract Agreement
Buy Invest
Problem Challenge
Appointment/Meeting Visit
19. Overcoming Objections
An objection is only a misunderstanding or lack
of information…
Step 1: Identify Objection
(Minor, Major, or Conditional)
Step 2: Acknowledge Objection
(I understand Mr. Prospect…)
Step 3: Qualify Objection
(Ask more questions)
Step 4: Answer Objection
(Clarify the misunderstanding)
20. Overcoming Objections
There are 3 types of objections, which are you
dealing with?
Step 1:
Identify
Minor Objection – The prospect’s way of saying
slow down. Overcome this objection NOW!
“I want to think about it…”
Major Objection – An objection that can be
overcome, but not today - such as public school
budgets
“Our budget cycle is not until next quarter…”
Conditions – Terms for doing business. You
cannot overcome conditional objections
“Our security measurements must meet HIPAA
Compliance…”
21. Overcoming Objections
To be the trusted advisor, let your prospects
know you hear them…
Step 2:
Acknowledge
“I understand Mr./Ms.
Prospect…”
22. Overcoming Objections
Back up a few steps in the process to move
forward in the process…
Step 3:
Qualify
Remember your qualifying process:
Discover what the misunderstanding is
Discover what information the prospect
is lacking
23. Overcoming Objections
Clear the objection and close by invoking
emotion
Step 4:
Answer
Once you discover what the
misunderstanding is, simply clarify.
Once you discover what information
the prospect is missing, simply
deliver it.
24. The Price Objection
What is the prospect REALLY asking when they
ask you “how much will this cost?”
25. The Price Objection
• When the perceived value of a
solution exceeds its cost,
decision making is easy
• For prospects who have
pressing needs, not buying your
product or service might be
their most expensive option
26. Sales Step 6: Closing
Closing is not the most important step in the
sales cycle, it’s the 6th step…
• Assume the sale – keep moving until they say stop
• Don’t oversell – listen for the buying signs to close
• Don’t stumble through your closes – Practice,
Practice, Practice
• Remember your “value info” from your warm up
27. First Scenario
You have attempted to close and the prospect tells you
“I want to think about it”:
You Should:
A. Ask the prospect what they want to think about.
B. Summarize the features and benefits and attempt to
close again by giving the prospect a reason to buy.
C. Attempt to close while creating urgency.
D. Ask the prospect when you should follow back up
with them again and how long they will need to think
about it
Correct answer is “A”
28. Second Scenario
You finish your presentation and the prospect says
“Everything looks good to me”
You Should:
A. Ask the prospect what looks best
B. Ask what you have to do to get started
C. Pull out an order form and ask for a signature
D. Summarize Features and Benefits and attempt a close
Correct answer is “B”
29. Third Scenario
You Present your price and the Prospect says, “Your
price is too high!”
You Should:
A. Ask the Prospect to explain what they mean
B. Offer discounts
C. Compare your value to the competition
D. Ask the Prospect “What does our price need to be?”
Correct answer is “A”
30. Fourth Scenario
Customers who state they have a cash flow problem
Are:
A. Possibly using this as an excuse not to buy
B. Asking you to finance the opportunity
C. Giving you information on how they will buy
D. Asking you provide a financing solution
Correct answer is “C”
31. Fifth Scenario
Your prospect asks “how fast can you deliver?”:
You Should:
A. Check and see when delivery can be arranged
B. Continue to sell and build more value
C. Ask the prospect how soon they can take delivery
D. Ask “How will that impact your decision?”
Correct answer is “A”
32. This is the easiest step to get you more business, don’t skip it…
Continue marketing to your
prospect while you close
The more you touch your prospect,
the better chance you have of
winning the business
Use a variety of follow up methods
33. Variety will impress your prospects and show great client service…
Simplify your selling, distribute after every interaction:
-Postcards
-After Action Emails
-Phone Calls
-Thank You Cards
-Appointment Confirmation Cards
34. There are two kinds of referrals, profitable ones, and unprofitable ones…
Simplify your service delivery by
asking for vertical-specific
referrals
Get more referrals by using a
Referral Lead Sheet
Execute your Preparation step for
the next sale with your new client
NOW!