Come Hear Us Speak!

PODi AppForum 2015
Sales, Implementation & Production Best Practices




Harrah's, Las Vegas, NV


May 11-13, 2015

Workshops are designed to give sales people, business owners, solutions architects and operations managers the details and advice they need to succeed.

May 11, 2015

9:15 AM – 5:15 PM
Selling high value solutions: Helping customers discover new value

Additional Speaker:
Rab Govil, President, Caslon

When the prospect says “I do not have any budget for this,” does your sales cycle come to a screeching halt? If that is the case, you are not doing a good job of helping the customer discover new value through the solution that you are providing. How can you expect the prospect to evaluate your solution when they do not even understand they need it?

In this highly interactive session, you will participate in workshops to help you answer the three important “Why’s” that are in every prospect’s mind: Why buy anything?, Why buy from you? and Why buy now? Following a very simple sales process, you will develop compelling stories that allow you to articulate value and win every time by becoming the only solution that will work in the prospect's mind.

Key Takeaways

  • Learn a simple sales process for selling high value solutions

  • Understand the customer’s buying process and how to tailor your message to it

  • Build compelling stories that help you articulate value


May 12, 2015

10:15 AM – 12:00 PM
Crafting your company story: Making it personal and compelling

“We provide great service and high quality” seems to be the most prevalent way that service providers describe their company. Do you think this is compelling and differentiating you from your competitors? In this session, you will work on crafting not one story but a set of compelling stories that sales teams can use right away with your prospects.

Key Takeaways

  • How to engage your prospect with stories

  • Key elements of a successful story

  • Effective company stories that you can use now