The Five Buyers

Course•By Scott Hornung

The Ultimate Solutioneer

Many IT consulting organizations' major challenge is that team members aren't treated like disciplined and skilled professionals. The processes aren't defined, meaningful measurements often don't exist, and the solution team members are not trained or skilled in the sales opportunity lifecycle and solution disciplines. This lack of investment in building highly skilled pre-sales teams results in sub-optimized win rates and revenue. Great presales team members don't just happen by accident. You must look for and develop the skills needed to master the solutioning process and to build winning proposals. This course explores how you can supercharge your presales function and ultimately win your unfair share of business.

Course•By Scott Hornung