Turn Managed IT Intelligence into Meetings

You have the accounts, you know the executives, you understand the vertical, and you have done the research. Now you have to pick up the phone.

In this third session with Kate Kingston, president of the Kingston Training Group, the research becomes prospecting. Kate will show salespeople how to build managed IT conversations that sound like conversations, not product pitches.

We will take the insights developed during the first two webinars and turn them into practical phone talk tracks, emails, LinkedIn messaging, and executive-level conversations.

Instead of: “Hi, we provide managed IT services, and I wanted to see if you would be interested...,” we begin with something the executive actually cares about. A healthcare administrator has different wants and needs than a wealth-management executive or CFO. You’re talking about the same managed IT capabilities, but they’re completely different conversations.

We will also tackle one of the biggest barriers copier salespeople face: “But they already have an IT company.”

That’s okay. The objective of prospecting isn’t to prove that their current provider is bad, but to uncover whether there is a business, technology, security, compliance, or service issue worth exploring.

Salespeople will practice converting business intelligence into a simple conversation that ends with what prospecting is supposed to produce: A qualified appointment.

The takeaway: Participants leave with messaging they can use the next morning on their phones, in email, and on LinkedIn.