Overview

This guide is designed for B2B sales, marketing and finance executives with IT corporations to demonstrate the migration process to champion status from an IT solution selling, or even product feature based, starting point. The IT Sales Champion is a guide that will appeal particularly to software, IT infrastructure and IT services or consulting firms, by combining the principles of Thought Leadership selling, a fundamental need for solution repeatability, and the movement towards profit based sales compensation plans.

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9781500403683

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Neil G MacArthur, Strategy Director at the technology analyst IDL, is a veteran of B2B sales and marketing strategy and planning with information technology [IT] software, hardware and service corporations worldwide. Neil was a founder member of the IBM Marketing School, Course Director for Marketing Planning at the Chartered Institute of Marketing, and is today a Thought Leadership business analyst and Course Director for a series of IT Business Strategy and Planning workshops at the IT institute TechUK in London www.techuk.org. Neil is the founder of IDL [www.idlworldwide.com], an international Thought Leadership IT sales and marketing analyst based in North America and Europe, where they developed Repeatable Solution Sales(TM) as a foundation for profitable IT Vendor business growth. His continually updated streetwise approach to accelerating profitable IT business is sustained by many years of analyst experience on the ground - in challenging situations working with IT corporations on sales and marketing strategy, planning and execution to achieve profitable new business and exceptional return on solutions investment.

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