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013. Tool Up: How to Select, Implement, and Manage Software so that your Technology Works for You

Instructor: Anne Patterson

Level of Complexity: Foundational
2:10 – 3:00 p.m.

Today’s Small to Medium Enterprises (SME’s) have an unprecedented selection of software solutions.  And cloud-based hosting has virtually exploded the number of options.   But with the plethora of alternatives comes the challenge:  how to select the solution that best fits your company’s needs?  And once selected, how to implement – without bleeding the organization’s budget and bandwidth?  And once implemented, how to leverage to move the needle on operational performance?  These are the three questions covered in our course.  Learn how to make technology work for you, not the other way around - which so often seems to be the case.

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Value-Added Selling (4th Edition)

Paul Reilly, Tom Reilly

Value Added Book“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world―has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.

Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.

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