{"id":45,"date":"2008-05-28T17:20:10","date_gmt":"2008-05-28T21:20:10","guid":{"rendered":"http:\/\/vitalanalysis.com\/va_blog\/?p=45"},"modified":"2008-05-28T17:23:26","modified_gmt":"2008-05-28T21:23:26","slug":"openair-web-seminar","status":"publish","type":"post","link":"https:\/\/vitalanalysis.com\/va_blog\/?p=45","title":{"rendered":"OpenAir Web Seminar"},"content":{"rendered":"<p><strong>Point of View Selling in Professional Services<\/strong><\/p>\n<p>On June 11 (1 pm EST), Brian Sommer from Vital Analysis will be leading a discussion on Selling Professional Services via a Point of View style. The web-based seminar is being hosted by PSA (professional services automation) vendor OpenAir. Registration information and call-in details will be found soon at: <a href=\"http:\/\/www.openair.com\/home\/newsEvents.html\">http:\/\/www.openair.com\/home\/newsEvents.html<\/a>\u00a0.<\/p>\n<p><strong><strong><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">Title:<\/span><\/font><\/strong><\/strong><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\"> &#8220;Point of View &amp; Other Selling Styles &#8211; Winning Sales Practices in Professional Services&#8221;<\/span><\/font><o:p><\/o:p><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\">\u00a0<\/span><\/font><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">If your services sales teams aren&#8217;t delivering the results you desire, maybe it&#8217;s the approach they use. Do they engage with the prospect or talk about your firm? Do they come back feeling they&#8217;ve validated critical client needs and can develop winning, relevant proposals? If not, attend this short but intense webinar by Brian Sommer. Brian was a long-time, successful Accenture partner who has trained thousands of sales professionals at leading software and consulting firms globally. He&#8217;ll discuss a selling style, Point of View selling, that&#8217;s far more deadly with CXOs than any other approach. In a tight economy, can you really afford to miss this?<\/span><\/font><o:p><\/o:p><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\">\u00a0<\/span><\/font><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\"><\/span><\/font><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">Briefly, Brian will use humor, facts, experience\u00a0and more to discuss:<\/span><\/font><o:p><\/o:p><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\">\u00a0\u00a0\u00a0<\/span><\/font><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\">\u00a0<\/span><\/font><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">&#8211; the four common styles of selling services and where these are most appropriate<\/span><\/font><o:p><\/o:p><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\">\u00a0\u00a0\u00a0 <\/span><\/font><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\"><\/span><\/font><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">&#8211; how CXOs (not service professionals) define how a consultative sale should work<\/span><\/font><o:p><\/o:p><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">\u00a0\u00a0\u00a0 <\/span><\/font><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">&#8211; the key elements of a point of sale approach<\/span><\/font><o:p><\/o:p><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\">\u00a0\u00a0\u00a0 <\/span><\/font><font size=\"3\" face=\"Times New Roman\"><span style=\"font-size: 12pt\"><\/span><\/font><font size=\"2\" face=\"Arial\"><span style=\"font-size: 10pt; font-family: Arial\">&#8211; what should\/shouldn&#8217;t go into your sales decks<\/span><\/font><o:p><\/o:p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Point of View Selling in Professional Services On June 11 (1 pm EST), Brian Sommer from Vital Analysis will be leading a discussion on Selling Professional Services via a Point of View style. The web-based seminar is being hosted by PSA (professional services automation) vendor OpenAir. Registration information and call-in details will be found soon [&hellip;]<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80],"tags":[81,3,82,83,84,65,15],"_links":{"self":[{"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=\/wp\/v2\/posts\/45"}],"collection":[{"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=45"}],"version-history":[{"count":0,"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=\/wp\/v2\/posts\/45\/revisions"}],"wp:attachment":[{"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=45"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=45"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/vitalanalysis.com\/va_blog\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=45"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}