IT and Business Insights for SMB Solution Providers

Brand New Five-Week Class: MSP Professional Sales Program

Brand New Five-Week Class: MSP Professional Sales Program 

Taught By: James Kernan

Five Tuesdays

April 27 - May 25  - Register Now

All classes start a 9:00 AM Pacific

Want to master MSP sales? Small Biz Thoughts has partnered with award-winning sales training company Kernan Consulting to offer the MSP Professional Sales Certification Program. This content-heavy, motivational program will reveal how top-producers succeed in 2021’s uncertain marketplace:

1. Bring new prospects into your pipeline

2. Shorten the sales cycles

3. Increase average deal size

4. Sell value so you do not have to compromise on price

Learn the industry’s best practices on the overall sales process from Prospecting, Qualifying, Needs Analysis and Assessments, Connecting your value proposition to the customers issues. Tips to get through the Sales Process faster and Closing the Deal!

The MSP Professional Sales Certification Program will include five live training sessions delivered in 60-minute classes. Designed for technology business owners, sales managers, and sales professionals, this training program covers industry best practices for selling contractual monthly recurring revenue.

Complete all 5 courses – receive MSP Professional Sales Certification certificate

The MSP Professional Sales Certification Program includes five 60-minute trainings. After completing all five sessions, you will receive a sales certification from Kernan Consulting. All five sessions will be recorded LIVE and delivered with a PDF workbook. For more information on James Kernan or Kernan Consulting please visit: www.KernanConsulting.com

Weekly Session Outline:

1. What is Value Based Selling?

  • Why value-based selling is best
  • 5 principles of value-based selling
  • Matching your solution to their business challenge

2. Qualifying

  • Why you do not chase after every opportunity
  • 8 step process to qualify all opportunities
  • The power of NO

3. Sales Process

  • 7 step sales cycle
  • Emotional sales cycle
  • The customers buying process

4. Framework for Successful Sales Departments

  • Create your Sales Plan
  • Goals/KPIs
  • Unique Sales Proposition (USP)
  • Compensation Plans
  • Corporate Marketing Leads
  • Sales Skill Training/Mentoring
  • Communication/Meeting Schedule
  • The Right Tools
  • Staffing the sales team
  • Documented Sales Process

5. Negotiating/Closing

  • How to overcome objections
  • Trial closes
  • How to ask for the order
  • Letter of Understand technique

About James Kernan

James Kernan is the author of the 36 Month Millionaire Program, and recently published books, Leadership Essentials for Successful Executives and Business Tips. For the past 12 years, James has served as a Principal Consultant for Kernan Consulting and provides Coaching, Advising and Mentoring programs to entrepreneurs and leaders. Kernan Consulting offers One on One Coaching, CEO Peer Groups, M&A Consulting and online training programs.

James is a frequent speaker for TechSelect, CompTIA, XChange, Convergence, Robin Robins Bootcamp, HTG, Mastermind Peer Groups, SMB Nation, SMB TechFest, and Microsoft IAMCP events. He has been recognized and written up as an extraordinary “example of success” in industry publications such as CRN, Business Solutions, VAR Business, CRM Today, and Inc. Magazine.

Includes five weeks of webinars with related handouts, assignments, and "office hours" with the instructor. All classes are recorded for download.

This course is intended for business owners, managers, and sales people. It is particularly useful for the Sales department.

Only $299

Register Now

Check it out at https://www.greatlittleseminar.com

:-)

About the Author

Karl W. Palachuk, is a technology consultant, author, speaker, trainer, and coach. He is the author of fifteen books. He has built several successful businesses, including two managed services companies. His books include Managed Services in a Month and The Network Documentation Workbook. Karl is a frequent trainer and speaker in the SMB Community. His popular blog can be found at SmallBizThoughts.com. He has more than twenty years experience as an I.T. professional and serves on advisory panels for several hardware and software companies.

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