How to Sell Technology

Become a Peer in the Boardroom Instead of a Vendor Waiting in the Hallway

How to Sell Technology provides proven sales techniques to strategize, cold call, network, give demos, and close more technology deals with management. This is the ONLY course designed specifically for high tech salespeople

Selling technology and professional services is a complex sale that requires specific strategies, techniques and action steps designed for our industry to get managers and C-level executives to buy. The methods and tactics taught in this book are designed only for IT salespeople and have been taught to and used by thousands of account managers worldwide.

Through this publication, salespeople will learn how to

• communicate value to management
• talk peer to peer when selling big companies
• generate qualified IT leads
• set up your first meeting with C level prospects
• determine if your prospects are qualified buyers
• give successful whiteboard presentations
• create value driven technology demos
• write proposals that persuade management prospects to buy

Selling technology is a contact sport, so if you have been selling for longer than one year, you have been bruised. Yet, if you sell correctly, you can escape the pain and maximize your success.

So sit back, get comfortable, and let’s rumble through the technology sales jungle. In IT sales, you must Hunt now, or be eaten later!

Available on Amazon.com and other online book stores.

How to Sell Technology

“If Selling and Marketing Computer Software and Services Were an Olympic Sport . . . Paul DiModica Would Be Tested For Steroids.” — Jerry Gregoire, Editor at Large, CIO Magazine (Chief Information Office Magazine)

About The Author

Paul DiModica is the founder and CEO of Value Forward Group, a high tech revenue capture specialist advisement and management consulting firm. Paul is also editor of the world’s largest IT sales, strategy and marketing strategy newsletter called HighTechSuccess read by high tech executives in over 110 countries.

Additionally, he is the author of the books High Tech CEO Business Success Strategies, Sales Management Power Strategies, Value Forward Selling, and Revenue Capture Scorecard.

Prior to launching the Value Forward Group in 2001, Paul spent over 20 years in high tech businesses as a Senior Vice President of Sales and Marketing, Vice President of Strategy Worldwide (Renaissance Worldwide Inc.), Vice President of Operations, Chief Operating Officer and company Founder in private, family-run and public IT companies with annual revenues up to $900 million.

Paul has been featured or interviewed in dozens of media outlets including the New York Times, Investors Daily, Fox News, Selling Power Magazine, Sales and Marketing Magazine, CIO Magazine, CFO Magazine, Entrepreneur Magazine, Training Magazine, Marketing Magazine, Computer World Magazine, Entrepreneur Radio, Chicago Tribune, Executive Travel Magazine, Value Added Partners and many others.