Marketing and Sales Training Programs

“I came away from ITSMA’s training program with a number of practical ideas to take back to my team, and was pleased to have real world examples and case studies to back them up.”

—Jim Budkie, VP, Marketing, Hitachi Consulting

For over 10 years, ITSMA has worked with the world’s leading technology, services, and solutions firms to improve marketing performance. If you are looking to spark new thinking, acquire new skills, or gain insight into industry best practices, call Ajit Maira at +1-781-862-8500, ext. 145 today.

Workshops

Increasing Growth in Key Accounts: Designing and Delivering Account-Based Marketing

Account-Based Marketing (ABM) is hot! More and more companies are increasing investments in marketing and sales programs that target individual accounts and prospects. Whether your company calls it 1-to-1 marketing, key-client marketing, relationship selling or something else, this laser focus on a single account is making a big splash in the industry by helping companies to generate demand, increase awareness, and improve their positioning in key accounts.

Many companies have followed ITSMA’s three-phased ABM framework, developing well-planned, well-executed programs that generate increased demand and create the deep and trusted relationships with key accounts that lead to substantial, measurable results. This workshop details the phases within the framework and provides the practical tools and approaches to help companies succeed.

To learn more about our public workshops or to schedule a private company session, contact Jeff Sands at +1-781-862-8500, ext. 111, or jsands@itsma.com.

Taking Solutions to Market: Best Practices for Developing, Marketing, and Selling Solutions

One of ITSMA’s most popular workshops, this course is continually updated with the latest insights from industry, from the ITSMA Solutions Council, and member research.

Technology and professional services firms have moved more aggressively over the last few years to improve their ability to provide true solutions to their customer base. The shape of those solutions, differentiating and marketing them to target customers, and efficiently selling those solutions in an increasingly price-sensitive environment are challenging to say the least!

Our solutions workshop is based on ITSMA's powerful Solutions Roadmap and Solutions Maturity Model, ITSMA’s annual research with customers on how they choose solution providers, industry best practices and benchmarks, and working experience with countless companies on solutions.

This Workshop Covers the Solutions Marketing Gamut

• Creating compelling solutions
• Understanding how to navigate the organizational challenges to developing, marketing and selling solutions
• Building awareness, interest, and confidence with solutions buyers
• Generating solutions demand with new and existing accounts
• Enabling your sales force to sell solutions more effectively and efficiently
• Developing a model to measure the costs and benefits of solutions, internally and externally

To learn more about our public workshops or to schedule a private company session, please contact Ajit Maira at +1-781-862-8500, ext. 145 or amaira@itsma.com.

Private Courses

“We asked ITSMA to deliver a sales training program to meet two objectives. First, to help the sales reps understand how selling solutions is different from selling products and services. Second, to help them adopt a more client-centric, solutions-oriented approach. The workshop ITSMA delivered was very successful. Combined with other initiatives, it has led to greater success selling NEC's innovative network solutions.”

—Scott Espy, Vice President, Channel Business Development, NEC Unified Solutions

Services Marketing: Accelerating Services Growth

Technology services are intangible, perishable, hard to differentiate, and difficult to evaluate. With an emphasis on client-centric marketing that puts the client’s needs at the center of all your efforts, this course is designed to provide the services marketer with an in-depth understanding of the concepts and skills most essential to success.

Making the Leap from Products to Services

Do you have a sales team that’s made up of people with a background in selling products? Need a better way to educate your sales force on how selling products is different from selling services? Want to make sure they know how to qualify and articulate the value of your services based on what individual buyers want and need?

If you answered yes to any of these questions, this course is for you!

Consultative Sales: How to Sell Complex Solutions

Selling solutions requires a different mix of skills. Sales professionals must learn how to identify, interact, and communicate with clients and prospects on a whole new level—as a trusted advisor who can provide a competitive advantage. They also need to know how to recognize a need for a solution—and how to then act on that need to develop a cost-effective and differentiating solution.

This course will walk you through the results of the latest research on what works and what doesn’t in selling technology services today.

Contact Us

For over 10 years, ITSMA has worked with the world’s leading technology, services, and solutions firms to improve marketing and sales performance. If you are looking to spark new thinking, acquire new skills, or gain insight into industry best practices, contact Ajit Maira at +1-781-862-8500, ext. 145 or amaira@itsma.com.

About ITSMA
ITSMA specializes in helping companies market and sell services and solutions more effectively. As a membership organization, we provide research, consulting, and training to the world's leading technology, communications, and professional services providers to generate increased demand, strengthen customer relationships, and improve brand differentiation. ITSMA is based near Boston, and has offices in London and Tokyo. Learn more at www.itsma.com.