Are
you providing your potential customers with an irresistible catalyst
to change to your software?
There are three irresistible catalysts to change. People change:
1.
When they hurt enough that they have to,
2.
When they learn enough that they want to, and
3.
When they receive enough that they are able to.
Learn to
provide a ROI analysis that provides them with enough information
that they want to change and demonstrates enough ROI that they
are able to implement change despite resistance to change.
Learn "The
ROI on ROI" and the advantages of using ROI Selling techniques
in the sales process! Michael walks you through the process
used by thousands of sales people who have adopted ROI into
their current sales methodology. He will teach you about changing
that paradigm of sales person/prospect to trusted advisor/partner.
The shift is essential to be successful in today's selling environment!
This unique
presentation will start with a 45 minute overview of the ROI
development process and finish with a 60 minute session providing
the audience with an opportunity to ask the speaker and software
company executives questions about determining a software's
ROI. Learn from the ROI experts and from users who have to challenge
the ROI studies provided to them. One software company executive
has already said she had over an hours worth of questions. Don't
miss out on this great session.
Guest
Speaker:
Michael
J. Nick, President & founder of ROI4Sales, Inc.
Michael has trained thousands of sales people on using ROI in
the sales process. Michael has appeared on radio talk shows,
trade show circuit and produced several public workshops throughout
the world. His techniques and tools are being utilized by sales
people in many industries on several continents. His latest
book ROI Selling (Dearborn Trade Press) is turning out to be
the "ROI bible" for most sales, marketing and management
people throughout the software industry. His previous book "How
to create the perfect ROI" sold out in 2002.
-
Steve
Heckler, Founder of Steve Heckler Associates
-
Peter
Hutto, Co-Founder & VP Business Development &
Marketing
Steve
Heckler, Founder of Steve Heckler Associates
Steve brings 35
years of high technology experience to his IT consulting/coaching
practice including 16 years as a CIO with Air Touch, Health
Net and Sony Pictures Entertainment. He is extremely effective
in working with senior management to improve the relationship
between I.T. and the business, and is skilled in leading, mentoring
and improving IT effectiveness. Reach Steve at steve@ciocoach.net.
Peter
Hutto, Co-Founder & VP Business Development & Marketing
Mr. Hutto brings over 20 years experience in executive management,
business development, sales, and product delivery working for
advanced technology companies. He is co-founder and VP of Business
Development and Online Marketing for ZeroDegrees, an online
business and social networking service purchased in 2004 by
InterActiveCorp (formerly USA Interactive).
Mr. Hutto's
experience spans the technology domain including hardware, enterprise
software, professional services and internet businesses. Prior
to ZeroDegrees, he built a record of success with Lante, EDS
e-Solutions, SHL/MCI Systemhouse, ASK Computer Systems and Unisys
where he sold and delivered complex product solutions for Fortune
1000 customers.
