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Closing Deals in 2009 - Selling in Tough Economic Times

Carpe Diem Consulting

Closing Deals in 2009 - Selling in Tough Economic Times

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Registration: 8.30am


Closing Deals in 2009 – Selling in Tough Economic Times

  1. Framework for Selling in Tough Economic Times – presentation of a framework that can be used to analyse prospects and clients to present solutions that can
    1. reduce IT costs
    2. reduce other business costs
    3. increase business revenue
    4. increase business competitive advantage
    5. improve the environment, at the same time lowering costs
    6. improve cash flow
  2. Overview of IBM Solutions for Tough Economic Times – for each of the 6 categories in the framework, what IBM solutions are appropriate, and why
  3. Building Compelling Business Cases – how do I simply build a business case to help the IT Manager convince their Finance Manager?
  4. The Product Starts with Financing – how can I build financing in to the solution right from the start, not as an afterthought?
  5. Practical Workshop – structured workshop activities with IBM Business Partner Account Managers so that attendees leave with a practical list of opportunities that can be pursued for closure prior to Christmas 2009
Have questions about Closing Deals in 2009 - Selling in Tough Economic Times? Contact Carpe Diem Consulting




Carpe Diem Consulting


Carpe Diem Consulting is Australasia's preeminent B2B sales enablement organisation – working with customers such as Microsoft, Optus, IBM, CA, Crown Castle, Express Data, SAP, Eclipse, Professional Advantage, Hands-on Systems, gen-i, TechnologyOne and intergen - to increase the sales performance of both direct and channel sales teams.

To achieve this, we work with clients in the domains of strategic planning, strategic marketing and sales effectiveness.

We recognise the new buyer's journey, and believe social media is changing the game completely for B2B sales & marketing professionals.

Our hallmarks are:

  • Successful and industry experienced consultants – who follow process but that don't need a script
  • IP that draws on best practice – but that is customised to each customer's needs
  • A recurrent sales team engagement package – to improve performance/build capability over time and smooth customer cashflow
  • Marketing strategy and demand generation advice - to ensure alignment between marketing and sales
  • Tools and approaches to ensure powerful, challenging and relevant sales conversations with customers
  •  Integration of social media best practices – to listen for opportunities, build trust with content and engage via community
  • Inclusion of market input into most assignments – to ensure we're not all fooling ourselves
  • She who sells the work does the work – because that's what customers want
  • Thought leadership – because most current sales practices need it
  • We live and prove the value of expert externality.


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