Ottawa Software Cluster

Ottawa Software Sales Bootcamp - Never before in Ottawa.

For emerging software companies in Ottawa the ability to grow sales globally is the difference between success and failure and effectively selling software has its own unique tricks and traps. Join Terry Ledden in this one-day session will help provide software sales professionals with the skills they need to blow out their aggressive sales targets.

Who should attend:

CEO’s and Founders of emerging software companies who have sales responsibilities.
Software Sales Executives who wish to hone their skills.
Software Business Development Executives
Experienced Sales Professionals wishing to transition into software sales.

(Note: this session is not for inexperienced sales staff or sales support people)

Participants will be introduced to a unique method of selling software proven to avoid and pre-empt the most frequent issues, frustrations and challenges experienced by the majority of traditional software sales people, such as:

Capturing “qualified” customer interest
Separating the curious shopper from the serious prospect
Avoiding unpaid consulting: Time and expense educating prospects with no deal in return
Fixing fat but leaky software sales pipelines
Falling victim to PPS (Premature Proposal Syndrome)
Fighting for prospect decisions
Caving on price – how to protect the margin
Defending demands for concessions, giveaways, changes in features and functionality in negotiating commitment
Improving forecasts due to slippage in customer commitments
Creating compensation packages that make sense

As a participant, here’s what you can expect:

Develop new insight into how your current approach to sales may be limiting your success
Understand a system for selling software that is 180 degrees from the traditional solution sales approach
Create your own sales “cookbook” detailing the level of sales activity and behavior required to overachieve your plan
Generate and street-ready your tailored 30 second commercial designed to capture AND qualify prospect interest up-front
Find out how to pull-off a no-pressure first conversation with potential investors and prospects
Learn how and why the Sandler software sales professional never sells, it’s the customer that buys

If you are a software company founder, CEO or sales professional looking forward to a career in software sales you are invited to take advantage of this exclusive one-time Ottawa event.

Normally a $1200 per-head workshop, through sponsorship of the Ottawa Software Cluster and with the support of Ontario Centers of Excellence, OCRI, and Sales AboutFace this one-day workshop is offered to you at a special one-time fee of $75.

The first 50 registrants will receive a branded executive notebook cover and a hard cover copy of David H. Sandler's 218 page book, "The Sandler Sales Institiute's 7 Step System for Successful Selling."

Date: Thursday April 12, 2007
Time: 8:30am - 5:00pm
Presenter:
Location: Centurion Conference & Event Centre, Adriatic Room, 170 Colonnade Rd. South
Cost: $75 plus GST (meals and breaks included). Register NOW
Note: if you have difficulty registering please contact, Joanna Zappia jzappia@ocri.ca

Presenter Bio
Terry Ledden, Founder, Sales AboutFace Inc and authorized licensee of the Sandler Sales Institute

Terry has been helping organizations transform their sales approach to market from price sensitive and product focused to consultative and value based since 1989. His personal mission is to help sales professionals self-actualize resulting in win-win accomplishment for both the individual producer and company.

In his 10+ years as VP of Sales & Marketing for US based Holden International, one of the most highly regarded strategic sales methodology and sales effectiveness firms in the industry, Terry has contributed to the sales performance of numerous organizations in the technology, professional services and manufacturing sectors world-wide.

Terry brings his 26 years of combined sales, sales management, marketing and sales performance development experience to Canada through his company, Sales AboutFace Inc. and its partnership with the Sandler Sales Institute.

Terry is an engaging speaker and trainer. He often speaks at client forums and associations. His favorite topics address sales comfort zone, competitive sales effectiveness, value centered selling, hiring "A" player sales talent and sales systems.