Q3 – US – Building A Sales Engine 2.0 Mike Simmons
Building A Sales Engine 2.0
Wednesday, August 9th
8:05am to 10:30am
Getting to Yes: Converting Prospects to Clients
You will discover…
Qualifying a prospect
Definitions of success for follow-up
Commonalities of when we won business
What to expect in the follow-up process
How to create a follow-up plan including closing tactics
Steve Riat and Nate Austin
10:30am to 10:45am
10:45am to 11:45am
Selling a Solution
You will discover…
The secret to profitability
How to clearly define solution sets
Actions you can take to become a “go-to-partner” with key vendor partners
Tips on training the team on a specific solution
How to help a salesperson to successfully deliver an evaluation
How to tie business pains to solutions
Going beyond the business pain to delivering a solution: Defining solution and budget
Nate Austin and Steve Riat
11:45am to 12:00pm
**Building a Sales Engine will be captured and the recorded content made available within a week of the event.**
Nathan Austin brings over 15 years of IT business management experience to his current position as VP of Business Development. After co-founding Mytech Partners in 2000, he has focused on growing the company through the sales team. Mytech started with 4 founders and now has three locations in two states, with just under 100 staff resources and a sales team of 15 people.
Austin currently serves as the VP of Business Development at Mytech where he leverages certification in ITIL v3 methodology to guide customers in the SMB market through the adoption of technology to support their business objectives. He also manages the donation of Mytech Business & IT Consulting services to several non-profit organizations in the Minneapolis/St. Paul community.
Austin is active in local and national Business and IT Communities, speaking at local events and technology trade shows. As part of the international IT Community, Austin has participated in the Heartland Technology Group (HTG) peer organization since 2006 and for 7 of the last 10 years facilitated one of the HTG groups.
In addition he served on the board of a local Minneapolis non-profit called Cookie Cart where they provide life and job skills through youth employment at a North Minneapolis bakery.
Austin is recently married to his beautiful wife Shaina and is enjoying learning how to be a husband in the early years of marriage. For balance and recreation Austin enjoys running, fishing, golfing, reading and snowboarding.
Steve Riat is one of HTG’s most in-demand speakers on the topics relating to sales and sales leadership. He has traveled globally to speak to HTG members and provide insight around developing effective sales methodology and practices.
Steve has been featured by companies such as Intel, Microsoft and Sonicwall for his unique ability to integrate business and technology.
He facilitates two of HTG’s large company peer groups: HTG3 and HTG20. Steve has more than two decades of business technology experience with top executives with sales and marketing integration. He is the Director of Sales at Nex-Tech in Hays, Kansas.