Focus On Technology

At WINNING, Incorporated we understand the unique challenges faced by sales professionals when selling high technology products and services. Programs within our high technology practice are conducted exclusively by Bill Murray (CEO, biography) and Mike Myers (Vice President, biography). Bill and Mike combined have over 35 years of success in creating unprecedented revenue and earnings growth in high technology companies, including the achievement of two Initial Public Offerings of stock (IPOs).

Our real world success, in conjunction with our acclaimed Systematic Sales Process (SSP) make us uniquely qualified to bring your high tech sales team to all new levels of success. Our methodology will enable you to discover your prospect's real (often hidden) issues, know when and how to engage technical resources and ultimately win business via the delivery of a highly differentiated and customized business solution.

In this practice we focus on helping your people understand many of the unique characteristics of the high tech sales cycle including:

• How to avoid the dreaded "resource-outage" due to the amount of time your sales and technical people spend doing "Unpaid Consulting."
  
• Why traditional feature and benefit selling only serves to commoditize your products and services – driving down prices and margins.
• How to train your people to understand and believe that price is never the real issue in technology decisions.
• What to do when your competition uses "smoke and mirrors" to get the prospect to believe they have a superior solution.
• Why too much product/service knowledge can actually hurt you.
  

We will also help you truly understand the essential characteristics for RECRUITING SUCCESSFUL TECHNOLOGY SALES PROFESSIONALS including:

• Uncovering whether an individual has the four critical success factors for high tech sales.
• Knowing if your candidate has one or more of the five major selling weaknesses.
• Understanding each candidate's existing Sales Quotient (SQ) and their potential for future growth.
  

... to find out more on candidate screenings and assessments

The bottom line is that you know that selling in the ever-changing world of high technology is fast-paced, unique, and extremely challenging. What could, or should, your sales team be producing if they ever reached their full potential?

How concerned are you that the valuation of your company will be crushed if you fail to exceed quarterly expectations on a consistent basis?

How much money are you leaving on the table because the sales team is performing at less than 100% of capacity?

How frustrated are you if you're doing "OK"…but "OK" may be costing you hundreds of thousands of dollars…or more.

If you're ready to embrace change, abolish mediocrity, and embark on the quest for unprecedented success, perhaps we can help.

WINNING. It's more than just our name – it's our entire business philosophy. Please give us the opportunity to put it to work for you.