Attn: VARs, Software and Technology Companies, Managed Services, and Professional Service Companies...
"How to Sell More
Technology, Software, and
Professional Services to
During a Recession...
We are the only Technology Sales Method
recommended by CIO Magazine.
Learn 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 and guaranteed to help you make more money!
and Marketing Computer Software and Services
Were an Olympic Sport . . . Paul DiModica
Would Be Tested For Steroids."
— Jerry Gregoire, Editor
CIO Magazine (Chief Information Office Magazine)
We are the only
technology sales methodology recommended by CIO Magazine, so order now!
My name is Paul DiModica, and I am the author of the Value Forward Technology Sales Course and the CEO/Founder of the Value Forward Group, one of the largest IT sales and marketing strategy training and high tech CEO coaching firms in North America. I also founded two investor funded companies -- a managed services company and an ASP that rented software to retail and restaurant chains.
Let's be honest -- selling technology, software, or professional services to management is hard. In a recession market like today, where management buyers just seem to freeze all of their budgets, it is almost impossible. But my firm, the Value Forward Group, has broken the code on how to sell technology and services to management.
Our proven sales techniques and strategies are used by tens of thousands of software, hardware and professional service salespeople and small companies worldwide.
At the Value Forward Group, we primarily work with small VARs and privately held IT companies, although large global 1000 firms have hired us to teach them our methods too!
But don’t be fooled by imitators
who have never sold IT
or professional services!
We have helped IT and professional service salespeople and management teams from companies like:
Microsoft, Accenture, Computer Associates, IBM, AT&T/Technion, EMC, Sun Systems,
Lanier Worldwide, Deltek, Adobe, Hughes Software, CCI Triad, Aithent, Paragon,
FalconStor, PRTM, I:FAO, Canon, Symantec, SourceXL, MicroStrategies,
Qwest, ORION, Spherion Technology, NEC-Mitsubishi, D&B, Baan, Convergent,
Comdisco, Lotus, Ikon, Oracle, Siemens, Enterasys, New Horizons,
Sybase, Cisco, IntelliMark, Tusc Technology, Informatica, Technisource,
MedSeek, Progress Software, Mascon, Patni, SL Corp, Systime, Cornerstone
Communications, CBIZ, Skyward, Cairo, E-LYNXX, Comodo, Blue Shoe
Technologies, BlueCielo ECM Solutions, J.D. Edwards, Pitney Bowes, Red Hat, Diebold, SpectraSoft, Dell, Harvey Nash, Kronos, Messaging Architects, HDI Technologies, Cybernet Software Systems, Interactive Intelligence, Micromedex, MKS Software, Capita Software Services, Alliant Technologies, Round Rock Solutions, NuWare Technology Corp, Paetec Communications, Hitachi Software Global Technology, Hewlett Packard, US Netcom, Vision Software, VeriSign, Xerox Corporation, Bridgeline Software, KaplanIT, PKWARE, Seagull Software, Lexmark International, LinkEdge Technologies, Markin Tubing, Fujitsu, Integrated Voice Resources, Radiant Systems, Sybase and Sybase Switzerland GmbH, Toshiba America Information Systems, EMNS, Flexible Business Systems, Global Knowledge, Fuji Xerox Australia, GT Alliance, . . . and many more have been trained in our IT
sales techniques and methods.
Prior to founding the Value Forward Group, I started two other funded technology firms and spent over 25 years in technology companies holding positions like Senior Vice President of Sales and Marketing, VP of Strategy, Regional Sales Manager and Corporate Key Account Sales in Venture Capital funded, public and private software and professional service companies.
We are the only technology sales methodology recommended by CIO Magazine, so order
"I was pleasantly surprised to find the entire program, tips and advice to be right on the money. I plan to implement the process and use this as my bible!"
"I found "Value Forward -- How to Sell Technology" to be a logical step by step chronology, breaking down the sales effort into well thought through and implementable steps. Having sat through countless sales programs, I was expecting to find one or two bits of valuable information. I was pleasantly surprised to find the entire program, tips and advice to be right on the money. I plan to implement the process and use this as my bible!"
Richard Sokoloff - President, Technology Company
"I recommend your program to any sales professional as the results speak for themselves."
"I am a Senior Business Development Manager responsible for selling my company's technology solutions, including B2B, ERP, CRM and IT consulting, e-Solutions, application development and integration, and application management outsourcing; in addition to a Web applications product that we recently launched in the market. I recommend your program to any sales professional as the results speak for themselves. As you know, we are currently experiencing a "down market." Nevertheless, I got fantastic results under what is generally considered a flat line market for professional services."
Michael Halbert – IT Director of Business Development
"If . . . you want to enhance your career growth, then the 'Value Forward -- How to Sell Technology' guide is for you"
"In today's ever changing world of technology there must be a clear, compelling differentiation between yourself and your competition . . . The "Value Forward -- How to Sell Technology" guide will teach you this, as well as how to get ahead of the market and have leads come to you. It not only teaches you how to get appointments within accounts, it teaches you how to obtain appointments within accounts with the true decision-makers. If you consider yourself to be a Technology Sales professional and you want to enhance your career growth, then the "Value Forward-How To Sell Technology" guide is for you."
Christina Zackery - Technology Sales Manager
Selling IT, software and professional services to management is not easy.
Today, most IT and professional service
pull their value behind them.
We have developed a strategic sales process to solve this business problem. Our IT sales training program will teach you how to create business value, cold call management successfully, network for leads, give executive presentations and client demos, negotiate with management and close more deals.
We are specialists in IT sales strategy and training
and work with high tech management teams and salespeople ONLY!
We help IT salespeople and corporate management teams just like you sell more IT, software and services through the use of our strategic and tactical sales practices and techniques and proven marketing methods.
Our sales programs and IT sales techniques are used in over 110 countries worldwide.
Selling technology and services is about
getting the purchase order or contract. . . that's it!
You and I know there are many sales training courses and methods taught today. But, if you give me a few minutes of your time, I will describe our IT sales training course and why it's been so successful with so many technology and service salespeople.
Our How To Sell Technology course is called
"Value Forward Selling."
Through our sales course and education program, we will teach you how to sell more technology, software or professional services to your existing customers and to new management prospects.
So, how is "Value Forward Selling" different from
all the other sales courses you have taken or studied?
Simply put, today most sales training courses, books, seminars and methods are designed in four ways:
They are created as generic sales training programs to be used for everyone . . . not specifically for IT salespeople . . . and are often developed by marketing managers or trainers who have never sold IT.
Many sales programs tactics and strategies are so convoluted in their approach that they don't work in the real world and end up extending and complicating sales cycles and your ability to get the prospect to give you a purchase order. They sound logical and strategic in their approach when you first hear them, but at the end of the day . . . they just don't work well in the real world for technology salespeople.
Most sales training focuses on selling everyone in the organizational chart, not specifically selling to management. Or worse, when they point you to management as a prospect, they use incorrect methods that ultimately kill the opportunity to sell management prospects.
Once you have taken their course, if you have questions or need to personalize the program to your selling market needs, you end up having no contact with the training authors to help you through your questions.
But, "Value Forward Selling" is different.
is probably the very best course ever developed
to show you exactly the steps you need to take
to sell at the highest level possible in any organization.
It shows you how to get appointments with the
right people, position yourself properly, make
effective presentations and do more business
than you ever dreamed possible."
-- Brian Tracy, Brian Tracy International
Our course uses a systematic, step-by-step sales process, telling you what to do, what to say and how to move your IT sales cycle forward so you can sell management.
We provide you with everything -- you’ll get proven systems, best-practices and business tools including:
Proven management telemarketing success scripts and forms
Sales and marketing position checklist
Step by step action steps on how to interact with management to close deals
IT management proposal examples
Step by step IT demo method and strategy guidelines
Client communication tools that position you like a peer . . . not a vendor
If you are currently selling anyone below the title of director, you are already perceived by your IT prospect to be a commodity.
Our program focuses on how to sell IT, software and professional services to management. We don't ignore lower-level contacts, but instead focus on getting to and selling the executive staff while "managing" lower level contacts.
Meeting, presenting and selling management prospects is the key to increasing your IT and professional service sales and your sales income.
Selling IT and services is a premeditated sport!
40.2% Increase in Sales in About Three Months!"
"It was a real pleasure reading and learning from your 'How To
Sell Technology' masterpiece. As a technology sales consultant
for the last four years, never before did I understand the strategic
cold calling the right person. I immediately changed my positioning
statement, developed a sales value proposition and broke down the C level's
During the first month, I was able to distinguish the 'professional
lookers from the C level DM's and increase my pipeline. The bottom line
increase in sales in approximately three months of 40.2%. I have
recommended your training and book to many of my friends. Thank you for
based training and strategies!"
Sonny Rincon, Account Executive
"The leads are pouring in like rain and voice mail messages are being returned!"
"Our company is a high-tech professional services business consulting firm. We received several e-newsletters from Value Forward Group with tips on How To Sell Technology. Finally, I decided to make the request for both 'How To Sell Technology' and 'Business Development for Technology Companies' including the free coaching from Paul -- THE CHOICE WAS PARAMOUNT. In addition to Paul's coaching on how to literally turn prospects into clients and a complete redesign of our web site, the leads are pouring in like rain and voice mail messages are being returned from most of our verticals. Also, our services are NOW primarily requested by VP-level execs or higher, not only in the United State but also International. Thanks Paul for the Rhino Method and all of your WISDOM..."
Theresa Anderson, IT President
"It is directly as a result of your course that I have been able to schedule appointments with some of the largest companies in the US and Canada."
"I am extremely grateful for having learned your "Rhino" techniques. If anything, they have worked too well. My boss, the VP of Sales, has actually reduced my territory so I would do less traveling, and has asked me to set up appointments for some of the other sales reps. Since having read your course 3 months ago, I have actually scheduled more appointments than the three other sales reps in my company, combined! I would heartily endorse your program and methods to anyone who wants to accelerate their success."
Steve Morein, IT Business Development Manager
"Paul DiModica - A Big Motor On Your Boat!"
You can rest assured that your investment in Paul's book will be much more than amply repaid. You get BIG information. You get BIG support. Paul (through his book and his personal consulting) has made an enormous difference in clarifying and focusing the marketing and sales campaign of this company. We are the official representative in Quebec of the world's leading manufacturer of high-tech exterior perimeter security equipment, and Paul's approach has enabled us to contact and meet with senior decision-makers in municipalities and industry that we had not previously been able to reach.
Michael Katz Director, IT Corporate Development
Unlike most sales training approaches, Value Forward Selling is designed for real world experiences and guide you during each sales and action step through a premeditated sales process.
These sales techniques are based on the best sales practices currently working in the technology and professional service marketplace and on our experiences in training over 20,000 IT salespeople and consulting with over 200 IT, software and professional service firms.
Proven IT Sales Methodology Used Worldwide
Value Forward Selling is a proven IT sales methodology that works with small startups, VC-funded players, large public companies and established privately-held corporations in over 110 countries worldwide.
Additionally, these IT sales tactics and strategies are ongoingly measured against the input we receive weekly from our IT sales newsletter called BDM News, the world's largest sales strategy newsletter.
With Value Forward Selling, you can quickly enjoy increased IT sales in a totally risk-free environment.
Thousands of technology salespeople and managers like yourself have used our IT sales training methods to sell more including VP's of Sales, CEO's, VP's of Marketing and Business Development Managers . . . and you can too!
am at 228% of quota and number one producer!"
"As of the end of April, I am at 119% quota (average for
three months). In April, I was at 228% of quota. I am the number
one producer on my team and my income is exponentially growing.
I owe a lot of it to your methods of selling on value and focusing
on the customer pain."
Marc Pitre, Senior eBusiness Consultant
"My Iron-Clad 100% Money Back Guarantee"
I know our program will help you increase your sales and personal income and deliver the business results you need to be a top technology or service salesperson. Listen to our audio CDs, study our 100 page workbook and implement our techniques, strategies and methods. If you are not happy after 30 days after your purchase, just return our material for a full, prompt refund. No Questions Asked.
Value Forward Selling covers each step of your IT sales cycle including how to find and contact qualified buying IT prospects, how to strategize each prospect's business needs, how to demo your offering and give an executive presentations and how to manage your sales cycle to close and capture the purchase order faster.
Who is this IT sales course designed for?
This program is designed for account sales managers, key account salespeople, VP's of Sales, VP's of Marketing, Business Development Managers, Managed Services Providers, ASPs, VARs Solution Providers and CEO's seeking to grow revenue.
Through this step-by-step sales course, you will learn "How to Sell to Management: Become a peer in the boardroom, instead of a vendor waiting in the hallway" and increase your sales success and commissions.
"A Complete IT Sales Training Course"
The unique and step-by-step IT Value Forward Selling course includes 5 audio CDs and a 100+ page workbook with:
Strategic IT Sales Call Planning Methods
- PROVEN SALES TECHNIQUES that will help you strategically sell complex IT offerings enabling you to increase your commissions and exceed your sales quotas.
- ACCELERATE YOUR SELLING CYCLE with sales tactics that speed up your prospects' buying cycle to match your sales cycle.
- DISCOVER HOW TO MAP OUT your sales cycle and target key accounts to focus on solution sales that generate the most revenue.
Management Prospect Communication Methods
- THE TOP FIVE WAYS TO SELL your technology services, software and applications quickly, efficiently and profitably, bypassing any business obstacles that stand in your way.
- LEARN HOW TO BECOME A PEER IN THE BOARDROOM, NOT A VENDOR IN THE HALLWAY. Let's face it, no one loves a needy salesperson. Learn how to tailor your approach to use a consultative sales process as a business professional.
- IT SALES COMMUNICATION TECHNIQUES that position you and your firm as industry specialists where senior management prospects seek you out.
IT Sales Lead Generation Methods
- PROVEN COLD CALLING TECHNIQUES AND SCRIPTS make what is usually the most unpleasant part of sales a walk in the park. Learn how our methods and scripts help you get appointments with "C-level" (i.e., CIO, CEO, CFO, COO) executives and senior level management teams of Fortune 1000® companies.
- GENERATE SENIOR MANAGEMENT AND C-LEVEL LEADS with the four proven methods of IT lead generation that only work with "C-level" executives and senior management including using a proven “networking process” that creates inbound leads.
- HOW TO FIND QUALIFIED BUYERS instead of qualified prospects. Don't waste your time with "professional lookers" who stretch your sales cycle beyond its limit. In 20 minutes, you can know whether you are talking to a qualified buyer or just another qualified prospect and how to position and analyze the sales solution that will work for you with a particular IT prospect.
IT Executive Briefing and Demo Techniques
- Learn our demo and executive briefing diagram called the "THREE BOX MONTY" that uses experiential sales techniques and business psychology to help your IT prospects “experience” the value of your IT or service.
- Discover how to develop specific talking points for you and your team to BLOW AWAY YOUR COMPETITION. You will learn to engage both decision makers and decision influencers in an executive briefing and demo method that will induce them to ask for a proposal.
Senior Management Negotiation
Sales Methods To Win Business
- HOW TO USE “PSYCHOLOGICAL ROI” to get management prospects to buy you instead of your competitors.
- Learn the best sales methods to MANAGE YOUR COMPETITORS before they manage you.
- CLOSING THE SALE is the most crucial part of the deal. Learn the sales techniques that will help you close virtually every deal, every time.
Corporate IT Value Positioning Methods So
Management Sees You as a Specialist
- SELLING IT PROSPECTS ON VALUE, NOT PRICE, is the way to gain more IT clients. Now you can learn how to close the sale, even with a higher price.
- FIVE SPECIFIC STEPS YOU CAN TAKE TO DEVELOP A SALES VALUE PROPOSITION for your IT or service that will get your prospects to see you and your firm differently . . . immediately.
IT Sales Proposal Development and Delivery Methods
- DISCOVER WHY MOST IT PROPOSALS FAIL and why they make you lose sales.
- LEARN HOW TO USE THE BUSINESS CASE METHOD OF IT PROPOSAL FORMAT to communicate to management why they should buy from you instead of your competition . . . even if your IT or service costs more.
- STEP-BY-STEP INSTRUCTION ON SELLING TO C-LEVEL executives and senior management of Fortune 1000® companies, as well as small business owners.
- LEARN FROM OUR EXPERIENCES WITH MANY public, private and VC-funded technology, software and service companies . . . what works and what doesn't.
AND SO MUCH MORE! All this is available in this one unique manual and IT sales training resource, "Value Forward Selling: How to Sell to Management."
Have Had Some Of The Best Meetings I Have Ever Had With
CEO's And Senior Executives, Since I Read Your Book And Applied Some
"I have invested many dollars in personal development throughout
my career, have owned my own sales consulting business for the
technology business and have been fortunate to have taken some
of the best corporate
sales training that money could buy from my time at the Gartner
Group. Your 'How To Sell Technology' book is right up there as
one of the best
resources I have ever seen. I have had some of the best meetings
I have ever had with CEO's and senior executives, since I read
your book and
applied some of your techniques.
I am using one of your forms for pre-planning a big meeting with senior
execs of a Fortune 500 company where there is a big multi-million
dollar deal on the table with a sales cycle of less than 60 days. I am
your ideas will help our team gain a competitive advantage during
the meeting and keep everyone on my team on message. Thanks again for
such a valuable resource for technology sales professionals."
Larry Benet, Regional Sales Manager
"The material covered in the course 'How to Sell Technology' is awesome! A must read for anyone who wants to have a successful career in technology sales."
"In just a few weeks of using Paul's course, I have been in front of more REAL decision makers and closed more deals than I have in the past few months. "My sales cycles are shorter, and my appointment book is full. 'How To Sell Technology' shows you step-by-step on how to become the top salesperson in your company. A must read for anyone who wants to have a successful career in technology sales."
Frank Orlando - Technology Account Executive
"This Course is amazing. These concepts are quite unique"
"Paul, this manual is amazing. These concepts are quite unique. Every step of the sales process is well defined, and I feel confident that these techniques will substantially increase my income, and help to effectively present to executives. I started my job this past week, and after explaining my new sales techniques with executives at my organization, they increased my yearly base income by $8,000. Thanks again, and Rhino on!!!!"
Mike Kolman – IT Asset Lifecycle Mgt. Specialist
"Doors are opening. The light bulb of recognition is going on quicker and it's 'Wow, we've gotta do business' rather than blank stares from the prospects!"
"I just want to write a quick note to let you know how FABULOUS your "How to Sell Technology" book is! I couldn't be more pleased. This is a must read and a MUST DO for anyone in this sector. You have no idea, or maybe you do, how valuable and beneficial this process has been to our Sales and Marketing team."
Richard Tews – IT Business Development Manager
"It wasn't one month before I landed one of the biggest accounts in my area!"
"How to Sell Technology" helped me gain confidence to be successful at technology sales. I would read parts right before I would cold call. It would "Pump Me Up" to make impressive sales calls. It wasn't one month before I landed one of the biggest accounts in my area. Thanks Paul."
Justin Biggs – IT and Services Sales Account Manager
This 5-CD set comes with a 100 page workbook and it is also reasonably priced!
It's Only $
When we work with our consulting clients, we charge $7,500 - $10,000 or more a day plus expenses to help them develop and implement IT sales and marketing strategies, sales process methods, revenue capture programs and train their sales team.
But, this step-by-step audio IT sales course is ONLY $
297 $197! This course is priced for you to invest in yourself and your career. Just close one IT deal using the techniques and methods outlined in our course and you can recoup your investment many times over.
"100% Money Back Guarantee"
Take the complete IT sales training course . . . Totally Risk Free! If for any reason, you are not completely satisfied with our course, simply let us know within 30 days of purchase and you will receive a full course refund. That’s it.
The) Best Money I've Ever Invested!"
"Best money I've ever invested. In two days, it has already earned
me money. I have a driver in my golf bag, that cost me more and
it has lost more $3 balls than I can count. The content is excellent."
Kevin Walker, Major Account Executive
So, join the thousands of other IT salespeople and sales managers who have discovered the Value Forward Selling Program and who started just like you and click our “Secure Order Page” link and you will be taken to our secure order page.
One Last Comment if You Are Still Unconvinced
There are lots of sales methods floating around today, but none were developed specifically for technology and professional services salespeople like you. Except this one. This is a best practices, studied approach on how to sell technology and professional services to management and is not a regurgitation of old methods. All you need to do is go through our step-by-step audio CDs and 100 page course and apply our approaches and you will sell more.
With our 100% money back guarantee – we are taking all of the risk. Invest in your sales career, study our methods, implement our techniques and I guarantee you will be happy.
course online now!
Or call us and order your IT
sales training course
over the phone toll-free at (800) 238-0062
(9:00 am to 5:00 pm EST)
I look forward to working with you.
Paul R. DiModica
Value Forward Group, Inc.,
PS: You will not be disappointed
and are fully protected by our 30-day money back guarantee when you invest in our program! Now is the time to increase your sales success. The economy is bad; you must do something different . . . to increase your sales success. The Value Forward -- How To Sell Technology method works!
Bottom-line, you've got absolutely nothing
to lose . . . And substantial sales and larger commissions to gain!
So, place your order right now and
you'll be instantly transported to our secure online server. Once
your order is processed, detailed instruction will be delivered to
"Yes, Paul I want Your Technology Sales Course Right Now!"
I want to receive your IT sales best practices and strategies that have helped VARS, Managed Services, Software Companies and Professional Services like Mine Increase Sales.
You are protected by my 100% Money Back Guarantee!
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