ROADMAP: Getting Fast to Market
Hear from the author of "Consultative Selling", "Competing on Value" and other books on how to get high margin sales at high levels in an organization.
Sponsored by iPark Venture Campus
Mack Hanan (bio), greenstreem.com
Have you discounted your product or service to make the sale? Are you tired of slow and costly sales cycles? Hear from the author of "Consultative Selling", "Competing on Value" and other books on how to get high margin sales at high levels in an organization. Mack Hanan will also share the ready-to-implement "how to" strategies of his greenstreem Fast To Growth™ management process.
Mack invites you to learn about, and put to work, the Fast Growth principles that enable you to sell faster on value than on price and performance. You will learn:
- How to "dollarize" your value instead of talking it
- How to propose its costs and benefits in an appropriations request type PIP™ (Profit Improvement Proposal)
- How to close PIP's faster at high margins with high-level customer decision makers in marquee accounts
- How to shut down objections and shut out competition
- How to gainshare in the value you deliver.
- And more!
Mack Hanan, greenstreem.com
Mack Hanan has been installing his proprietary Fast Growth™ strategies in Silicon Valley software providers, computer vendors, system integrators, VARs and distributors for over 25 years. As a Principal of the greestreem consultancy, Mack and his partners take technology business fast to their markets at high value-based price points.
Mack is the inventor of Consultative Selling™ and its Web-accessible training programs for account managers and their sales managers. He is the author of its definitive text of the same name and the texts "Competing On Value" and "Sales Shock!" as well as the White Papers "Managing Speed", "Fast To Market" and "Gainsharing- Alternative To Price."
8:30-9:00am Registration/Networking/light snacks
9:00-11:30am Interactive Seminar
iPark Venture Campus
3003 North First Street
San Jose, CA 95134
Sales & Marketing, Startup Stage Businesses
Cost (Continental Breakfast Included)
$30 SDForum Members
Pre-registration unavailable at this time. Please register at the door.