MOCA  Sales Training Seminars For Resellers

A Chasm is

Not Crossed

By Using

2 Small Leaps

     MOCA, the dynamic and innovative distributor of IT hardware and software products and services, and subsidiary of Arrow Electronics, is now offering DELTA MAX Sales Training Seminars to its Resellers.

"In order to provide effective and efficient Solutions, you must understand the client's Problems and Issues very well."

DELTA MAX

     As resellers move from a pure box-pushing modus operandi into the more lucrative and challenging arenas of business services, managed services and consultation, the demand for well-trained, high-quality executive level consultative sales people continues to rise. 

     It is simply not enough any more for a professional sales person merely to know the product line, and be able to transfer technical knowledge, products and services to the client's IT department.

     The new breed of professional computer systems sales person must understand how the breadth and unique perspective of the client CEO and President is inherent in every successful new IT business system initiative.

    They must "Think Like A President", at least in listening to the Top Executives (CXO) and in helping those Executives to solve the Problems they are facing.

    When technology information and considerations alone are all that the IT reseller can offer a client, the large high-margin sales go elsewhere.

"Hot New Applications and Services are often best proposed and sold to President's and CXO's"

     Particularly is this true for Professional and Managed Services, E-Commerce, CRM (Customer Relationship Management), Enterprise Resource Planning, and TQM/Six Sigma initiatives. And, particularly is this true in the SMB (Small to Medium Business) Market space, which comprises at least 95% of all the companies in the USA.

     "Thee highest-impact client initiatives will often involve the entire client company end-user groups in the conception and design stages, when all the important goals, objectives, and direction issues are discussed and hopefully resolved," says Robert Swanson, President of Delta Max. "Only then in most firms, are the IT professionals given the task of finding, choosing alternatives, deciding and implementing the teechnical choices of the upper management and end user communities. Those alternatives, today, are also increasingly present in the form of outsourced consulting and technical services.

     If the reseller sales person is limited to technical concerns and issues only, the objectives, design, and implementation of the project are usually out of his/her control, and he/she are merely called upon to present quotations and low-level technical specifications of products and software."

"Account Manager's Job: Provide New Directions, Advice and Innovative Solutions"

     "End user departments are well served when reseller sales forces can understand their client's business problems and issues well enough to suggest new directions, and even new forms of technology and services acquisition, which solve business problems, not just technical problems", Swanson continues. "Does this mean that the Reseller Account Manager no longer sells technology to the IT Executives? Of course not.

     The major impact of the new Services Sales Culture is on the Reseller company and its practice, which is now slowly evolving into more of a consultative member of the Distribution Channel. Resellers are delighted to discover that their new Services Practice or Collaborations are dragging along 8-20 dollars in hardware and software for each dollar of Services Sales, as a result of the improved client relationship and confidence.

     In this new Seminar Series, MOCA and Delta Max have combined their skills and expertise in producing a consultative sales training program at the highest level of professional quality available today in the industry."

How to "Sell at the Top"

     Reseller Account Managers attending this intensive course and training, are exposed to the latest techniques of focusing on customer problems, not just their own product features and details. They are immersed in a Video-recorded laboratory where they conduct simulated calls on real sales situations, fully role-played, and critiqued by the seminar leader and class members, and own their own sales calls on a takeaway DVD.

     They become familiar with such advanced sales training techniques as using Emotional Intelligence factors to reduce conflicts between client and advisor, and learn how to make presentations using Financial Models and Project Plans, oriented towards the client and his/her Issue or Challenge. They learn how to close a sale in a Win-Win fashion, and manage their accounts, time and territories more effectively.

    They leave with a new sense of problem-solving purpose and skills, which delights clients used to being bombarded with one new set of technology facts after another by other sales executives. They learn to help their clients solve their problems, whether they use the Reseller's products and services in doing so, or not.

    Result? They become Trusted Consultant Advisors to their clients. And, then, when the client DOES have a problem which can use the Account Manager's products and services, the client of course is delighted to use the Advisor's services.

"Selling at the Top" - A MOCA Benefit for its Resellers

     "This is program is yet another way that MOCA provides more than just a distribution channel for its resellers", says Jenny Kim, MOCA Marketing Programs Manager.

     "We want our resellers to have the latest and best of everything in their marketing and sales programs. We are dedicated to working with them to achieve real benefits for their customers, as well as continuing to offer the industry's Best-of-Breed technology options."

     Delta Max is delighted to be working with MOCA in this Program, and is very proud of the achievements of the many hundreds of MOCA Internal Sales and Reseller Sales people who we have been privileged to meet, work with, and train in our Seminars.

Contact Us for more information about Delta Max Custom Sales Training Programs.

DELTA MAX