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Key Elements in Selling Solutions with IBM

Carpe Diem Consulting

Key Elements in Selling Solutions with IBM

Ticket Information

Ticket Type Price Fee Quantity
SYDNEY: 13 October 2009   more info A$275.00 A$0.00
BRISBANE: 4 November 2009   more info A$275.00 A$0.00
MELBOURNE: 7 October 2009   more info A$275.00 A$0.00
ADELAIDE: 12 October 2009   more info A$275.00 A$0.00
PERTH: 6 October 2009   more info A$275.00 A$0.00

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Event Details

Ticket sale price includes GST

Registration: 8.30am

Key Elements in Selling Solutions with IBM

  1. Sales Philosophy – sales is about finding and solving customer problems, not showing up and talking about IBM technology
  2. Process for Selling Solutions – a stepped process is offered that, if followed, will allow sales resources to generate and convert demand for their solutions – with minimal competition
  3. Planning – how can we identify the types of problems our organisation is setting out to solve, and where in the market these might exist?
  4. Attracting – how can we run promotional programs to generate demand?
  5. Engage – how do we meet with a prospect to understand their problem, and get their commitment to work with us to solve the problem, introducing us to the decision maker?
  6. Elevation – how do we meet with and get commitments from decision makers, getting them to buy into a plan of action to work with us?
  7. Leverage – how do we convince customers to become case studies – and how do we leverage this to find more opportunities?
Have questions about Key Elements in Selling Solutions with IBM? 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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