The following are live training engagements are designed by Jeff Baker to help Resellers, Integrators and VARs. They each contain both methodologies and tools. They are of value as a stand alone training engagements or as a front end to consulting engagements.

How To Develop & Sell High Profit Services

• A look at the services market.
  

• How to identify services opportunities.
  
• How to "productize" and package services.
  
• How to charge for services that are currently being given away for free.
  
• Two different service development methodologies.

Team Sales - Key To Selling High Profit Complex Solutions

• Keys to selling complex solutions.
  

• Barriers to team selling.
  
• A powerful team selling methodology.
  
• Introduction and implementation of team selling tools.

Strategic Account Management - Key To Developing High Profit Business

• Identifying the "high profit, high revenue" strategic account.
  

• Locating high-end sales opportunities.
  
• Establishing strategic relationships and winning business.
  
• Introduction of a highly effective account management methodology.
  
• Introduction and implementation of account management tools.

Engineer Vs. Consultant (Business Orientation For Engineers/Technicians)

• Teaches engineers and technicians how to become "consultants" and communicate on a professional "business level" with customers.
  

• How to team up with others to develop account relationships at upper IS management level.

Evolution Of The Reseller

• A clear model for a Reseller to leave the commodity oriented business model and start moving toward a higher profit model selling and delivering services, complex solutions, projects and consulting.
  

• Examines the stages of this evolution, the issues that a Reseller faces during each phase and how to resolve each issue.

Calling High

• How to get to and establish relationships with upper IS management.
  

• How to partner with upper IS management and win high profit consultative projects.

Customer Service - Key To Developing Competitive Advantage

• Market statistics on how effective customer service creates competitive advantage.
  

• Basics of customer service - the happy customer is your life blood.
  
• How to initially engage a customer.
  
• How to make the customer feel important.
  
• How to use a customer service call to win customer loyalty.
  
• How to handle the irate customer.