Building High Performing Technology Sales Teams


How Our Program Works

How Our Program Works

During this 120 day remote engagement, an SPC IT sales improvement expert develops new recruiting, On-Boarding and training and enablement programs for sales professionals. In addition, the engagement includes ongoing sales management, coaching of sales teams, KPI development, and focused sales management training for a new sales manager. These programs are comprised of cutting edge online and live sales training sessions delivered remotely during the engagement.

Your organization’s goals to build a high-performing sales team to strengthen your sales organization’s effectiveness and efficiencies to support growth into your target markets; as well as future growth into additional vertical markets, are a core component of our strategy during this engagement. To accomplish this, we review your existing, and implement new, effective IT Solution, Security and Cloud and Managed Services lead generation, appointment-setting and sales management techniques and processes, and review and revise your Lunch & Learn, Webinar and strategic quarterly client business review processes.

We focus on delivering newly hired, on-boarded and trained consultative technology sales professional(s) via targeted recruitment activities and the consistent delivery of live and online remote lead generation and sales training activities, as well as regularly scheduled one-on-one or group sales training and management sessions delivered via phone and desktop screen-sharing sessions. The outcome of these activities is to ensure that the agreed-upon number of sales professionals are effectively generating an expected number of sales appointments, are trained in the 7 Step Sales Process, Question Based Selling methodologies and Million Dollar Consulting best practices (among others), and are employing same during the execution of all phases of every sales engagement. We conduct the role of the virtual sales manager and CSO throughout the engagement, and participate in sales professional prospect and client sales appointment coaching and preparation activities for training purposes.

Our effective sales improvement strategies have resulted in documented 300% sales improvement for IT sales organizations, as a result of a process that allows us to:

  • Develop Effective Sales Compensation Plans
  • Recruit and On-Board new Sales Professional(s)
  • Review Marketing Tools, Site, Collateral and Process
  • Develop Personal Marketing Plans for New SP(s)
  • Train New SP(s) on Consultative Lead Generation and Appointment Setting Techniques
  • Train New SP(s) on Data Security Sales Techniques
  • Train New SP(s) on Question Based Selling, 5 Levels of Leadership, 7 Step Consultative Sales Process
  • Train New SP(s) on Conducting Effective Sales Webinars and Lunch & Learn Events
  • Assess and Determine Verticals to Target
  • Establish Sales Activity KPIs
  • Review Weekly Sales Professional Meeting Requirements
  • Train you on effective Sales Team Management and Transition the Sales Team Management role to you

Gary Beechum is an IT Sales Management and MSP, Cloud and Security Sales Training and Business Development Expert.

Co-Founder, President and CEO of SPC International, Gary is a strategic business executive experienced in improving top-line sales performance by building, training and managing high-performing sales teams, accelerating sales velocity and shortening sales cycles through consultative sales methodologies. Documented sales improvement of over 300% for IT Solution Provider, MSP and Cloud organizations.

Gary leverages 20+ years of experience in the IT industry as an Enterprise CEO, VAR, MSP, Vendor, Mentor, Advisor and IT Business and Channel Consultant; and hundreds of successful strategic vendor, manufacturer, distributor and IT solution provider, Security, MSP and Cloud practice sales improvement engagements to deliver rapid business growth and transformation outcomes for his clients.
LinkedIn Profile

Gary Beechum’s Experience and Qualifications

Gary Beechum's Endosements
  • 99+ Solution Selling
  • 99+ Managed Services
  • 99+ Strategy
  • 99+ Enterprise Software
Gary Beechum's IT Solution Provider Consulting Experience
  • Over 500 IT Solution Provider Partner Engagements
  • Business Improvement Strategies Used By Over 30,000 IT Providers Worldwide
Gary Beechum's IT Channel Vendor Consulting Experience
  • Ingram Micro Cloud Summit Strategic Advisor
  • Ingram Micro Channel Transformation Alliance EMEA Strategic Advisor
  • Expetec IT Industry Advisory Council Strategic Advisor
  • Intel Go To Market Program Development Advisor
Gary Beechum's Industry Recognition
  • Managed Services Advisory Council Appointment – CompTIA
  • HTG Peer Groups Strategic Training Partner Appointment
  • IT Industry Advisory Council Appointment – Expetec Technology Services

 

Gary Beechum's Training and Certifications
  • John C. Maxwell Certified Coach, Teacher, Trainer and Speaker
  • DISC Certified Professional Behavioral Analyst – CPBA
  • PIAV Certified Professional Values Analyst – CPVA
  • Question Based Selling Methodologies Certified
  • Question Based Selling Advanced Methodologies Certified
  • Captain (Ret.) US Army
Gary Beechum's Speaking Experience

Keynotes, Speaking Engagements, Breakout Sessions and Workshops Delivered Include:

  • Over 500 International Training Sessions during 40+ MSP University and SPC International Boot Camps
  • Over 100 Workshops for IT Solution Providers and MSPs
  • Multiple Intel Channel Partner Conferences and Events
  • Multiple Ingram Micro Partner Events
  • Multiple Tech Data Channel Link Events
  • Multiple CompTIA Breakaway Events
  • Multiple Chartec Partner Training Events
  • Multiple HTG Peer Group Conference Events
  • Multiple Expetec National Conference Events
  • Multiple CMIT National Conference Events
  • Hundreds of Webinars for Channel Partners, Manufacturers, Vendors and Distributors