SPT320: Qualifying Scenarios with Rafael Sanguily

TRAINING / ON DEMAND VIDEO TRAINING / SALES

SPT320: Qualifying Scenarios

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Presenter: Rafael Sanguily

This session will incorporate real world scenarios dealing with the detailed analysis of the prospect's needs. This session is based on the Sales Skill Index to enhance the self- paced sales training.

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SPT675“Call Center Operations, Part Iii” with Flynn Bashford-MSP University-Senior Channel Manager
SPT552“Client Solution Roadmap, Profitability Matrix, and developing Sales KPIs” with Rafael Sanguily/MSP University/Director of Business Development
SPT639“Closing The Managed Services Deal” with Andrew Baduria, Senior Channel Manager, MSPU
SPT443“Competing Against Incumbent MSP” with Kate Hunt
SPT330“Competitive selling when all the cloud solutions look the same” with Vlad Mazek
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SPT522“Cost Savings Analysis Role Play with Talking Points” with Gary Beechum
SPT430“Creating a Successful Appointment Setting and Telemarketing Program” with Gary Beechum
SPT607“Creating Effective Appointment Setting Scripts” with Gary Beechum
SPT422“Creating Effective Managed Services Proposals” with Kate Hunt
SPT331“Creating Strategic Qualifying Questions for Selling VoIP” with Giovanni Sanguily
SPT326“Creating Successful QBS Appointment setting scripts For BDR” with Rafael Sanguily
SPT554“Creating Successful Sales Compensation Plans” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT544“Creating the Need and Selling the Benefits of Managed Services. Turning ‘I don’t know….’ To ‘Yes….Sign me Up!’” with Stefanie Hammond/N-Able/ Senior Partner Development Specialist
SPT321“Demonstration Scenarios” with Rafael Sanguily, Director of Business Development, MSPU
SPT542“DISC as a Sales Tool” with Rafael Sanguily/MSP University/Director of Business Development
SPT444“Endless Referrals” with Bob Burg, Author, The Go Giver
SPT315“First Impression/Greeting Scenarios” with Rafael Sanguily
SPT679“Get Ready For Growth! How To Sell Technology To Banks” with Mark Doroz-CEO-Sparcpoint
SPT540“Getting your foot in the door for the healthcare providers” with Mo Guerrero/MSP University/Director of Partner Support and Educational Content
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SPT539“How to Steal a Laptop (And Make Sure Your Client's Isn't Next)” with Dan Yost/MyLaptopGPS/Chief Technology Officer
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SPT521“How to Use the Cost Savings Analysis to Sell on Value 1” with Kate Hunt
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SPT310“Incorporating HaaS into Your Managed Services Offering” with Kate Hunt
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SPT332“Increasing Revenue as a Trusted Advisor Best Practices ” with Andrew Baduria
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SPT335“Influence in Sales Engagements Scenarios” with Rafael Sanguily/MSP University/Director of Business Development
SPT672“Innovative Strategies Managed Service Providers Can Create Stickiness And Cash In On Their Qbrs” with Stuart Crawford-Ulistic-Senior Advisor
SPT446“Intro to SSI” with Rafael Sanguily
SPT645“Introduction to Sales Analytics” with Roy vanNorstrand, The Leren Group
SPT658“Is Your Business Website Your Top Sales Position?” with Stuart R. Crawford - Ulistic Inc
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SPT610“Live Video - 1st Client Sales Appointment (Needs Analysis) Role Play 1” with Gary Beechum
SPT611“Live Video - 2nd Client Sales Appointment (Client PowerPoint Presentation) Role Play 2” with Gary Beechum
SPT612“Live Video - 2nd Client Sales Appointment (Cost Savings Analysis) Role Play 2” with Gary Beechum
SPT613“Live Video - 3rd Client Sales Appointment (Managed Services Agreement) Role Play 1” with Gary Beechum
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SPT468“Overcoming Managed Services Objections 2” with Gary Beechum
SPT680“Overcoming Objections Best Practices For The Cpa Vertical” with Andrew Baduria-Senior Channel Manager-MSP University
SPT311“Power Closes” with Rafael Sanguily
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SPT307“Presentation to Maximize the Value of Your Offering” with Rafael Sanguily
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SPT301“Presenting the Business Continuity Proposal to the Client” with Gary Beechum
SPT614“Presenting the T1 PowerPoint Presentation to the Client” with Gary Beechum
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SPT523“Sales Process Training - 2nd Appointment Live Role Play” with Gary Beechum
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SPT532“Sales Process Training - 3rd Appointment Live Role Play Part 2” with Gary Beechum
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SPT623“Sales Process Training - Introduction” with Gary Beechum
SPT624“Sales Process Training - Sales Closing Techniques 1” with Gary Beechum
SPT536“Sales Process Training - Sales Closing Techniques 2” with Rafael Sanguily
SPT524“Sales Process Training - The Cost Savings Analysis” with Gary Beechum
SPT625“Sales Process Training - The Managed Services Agreement 1” with Gary Beechum
SPT626“Sales Process Training - The Managed Services Agreement 2” with Gary Beechum
SPT502“Sales Process Training - The Needs Analysis 1” with Kate Hunt
SPT627“Sales Process Training - The Needs Analysis 2” with Gary Beechum
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SPT631“Selling Managed Services in 3 Appointments or Less 2” with n/a
SPT549“Selling Security In SMB Market” with Earle Humphreys/ITEEx/CEO
SPT632“Selling the Cloud Part 2” with Kate Hunt, Shannon Brewer Marketing Manager, Own Web Now
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SPT547“Selling VOIP: 300% Markup and Thousands in profit” with Deegan Pope/Cornerstone Back-up/ AlbertaComputers
SDT333“So Your Client Wants Cloud Now What” with Earle Humphreys- ITEEx
SPT448“Status Questions: Secrets of Question Based Selling” with Rafael Sanguily
SPT551“Step 1 of the 7 Step Sales Process: Strategic Preparation and Prospecting” with Rafael Sanguily/MSP University/Director of Business Development
SPT553“Step 2 of the 7 Step Sales Process: Warm – Up” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT557“Step 4 of the 7 step sales process: Presentation” with Rafael Sanguily/MSP University/Director of Business Development
SPT556“Step 4 of the 7 step sales process: Presentation” with Rafael Sanguily/MSP University/Director of Business Development
SPT559“Step 5 of the 7 Step Sales Process: Overcoming Objections” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT560“Step 6 of the 7 Step Sales Process: Closing” with Rafael Sanguily/ MSPU/ Director of Business Development
SPT304“Strategic Referral Relationships” with Rafael Sanguily
SPT633“Successful Appointment Setting and Telemarketing Techniques” with Kate Hunt
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SPT636“The Cost Savings Analysis” with Gary Beechum
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SPT504“The Warm up/First Impression on Sales Appointments” with Rafael Sanguily
SPT548“Understand the Critical Role of Managed Security for the MSP” with Drew Savage, Director MSSP, Americas Service Provider and Carrier Group at Fortinet
SPT669“Understanding Qualification Best Practices For The Legal Vertical” with Andrew Baduria- MSP University-Senior Channel Manager
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SPT638“Using Live Chat On Your Website to Initiate a Sales Engagement” with Andrew Baduria, Senior Channel Manager, MSPU
SPT650“Using Msp Universitys Managed Services Pricing And ROI Calculator To Sell On Value” with MSPU
SPT637“Using Question Based Selling and Funneling Questions to Close Managed Services” with Gary Beechum
SPT327“Using Strategic Qualifying Questions For Managed Services ” with Rafael Sanguily
SPT312“Using the Client Solution Roadmap to Capture More Revenue from Fewer Clients” with Kate Hunt
SPT314“Using the Profitability Matrix to Project your Managed Services Revenue Potential” with Kate Hunt
SPT445“Using the Quarterly Business Review to Grow Your Relationships” with Kate Hunt
SPT305“Value Pricing your Services for Maximum Profitability” with Kate Hunt
SPT646“Warm-Up Best Practices for the CPA Vertical” with Andrew Baduria
SPT647“Warm-Up Best Practices for the Legal Vertical” with Andrew Baduria, MSP University
SPT555“When New Sales Can Wreck Your Business: How to recognize the difference between good sales and bad” with Frank E. Coker/CoreConnex, Inc./President and CEO
SPT566“Why Not Sell More Managed Services Using Telecom Partnerships: “It’s Easy!”” with Frank Gurnee/President/Equus
SPT440“Why Sales 101 Doesn't Work Anymore” with Alan Rohrer, Certified QBS Associate, QBS Research
SPT416“Your Managed Services Agreement” with Kate Hunt

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SPT320: Qualifying Scenarios

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