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Next Class:

Value Selling Maturity: Key to Sales in Tight Times

July 23, 2009
9am Pacific, 12pm Eastern

What it's about...

Customers only buy if they can see the value in your offerings. Yet many ISVs are missing sales because they can't convincingly convey that value, despite widely-followed sales methodologies. How do you successfully sell on value?

Learn about...

Why it's so hard to show and sell on value
The Value Selling Maturity Model
Creating marketing messages that fill the sales pipeline
Quantified value raises closing rates and prices paid
Qualifying on value economically increases sales call yield
Appropriate use of dashboards and calculators such as Web ROI™
Case study – increasing high-value high-tech sale
Conventional sales methodology approaches to value selling
Why selling on features/benefits gives low payback
Powerful Problem Pyramid™ gets the requirements value right
ROI Value Modeling™ method links costs to value
10 seldom-recognized pitfalls that undercut most ROIs

So if your customers are telling you they just don't see the value...

Events

All classes are 90 minutes in length, and are conducted over the Web with conferencing software and an integrated, phone hookup. You'll be able to see the presenter's materials online, and may interact either via a private keyboard "chat" function or the audio of your telephone.

Registration fees are determined by your membership status at SoftwareCEO.

For regular monthly seminars, non-members pay full price, Site Members get a 25% discount, Power Executive Members get a 75% discount, and members of the CEO's Circle get in free.

For special series seminars, product pricing discounts apply (non-members pay full price, Site Members get a 5% discount, Power Executive Members get a 25% discount, and members of the CEO's Circle get a 50% discount. Save even more $$ off a seminar series by buying a bundle.

To qualify for SoftwareCEO member pricing, your membership must be active at the time the course is held.

Seminar Schedule
Here's the Software University curriculum for the entire year; each listing has links to additional details about the class and instructor.

Past Seminars on CD
All Software University classes are archived on CD and available for sale. The CD includes all slides, audio, and text "chat."

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