Part 3 of 3: MPS Assessments... know when to hold 'em, know when to fold 'em

Recorded: August 25, 2010
Instructor: Ed Carroll
Duration: 45 minutes
This is the second installation of sd|webEd, Strategy Development's monthly educational webinar series.

The assessment is the step in the sales cycle where you capture the information to justify the financial aspect of the MPS business case. Learn the in's and out's of performing assessments; when to walk away from a perceived opportunity; overcomplicating the process; to map or not; about gaining all of the critical information to justify a contract; as well as the perils of not having an champion or an agreement on pain. Avoid the many pitfalls that will help enable you to capture a large recurring revenue stream. Having knowledge of what NOT to do is as important as learning what you need to do well.

Ed Carroll, principal of Strategy Development, will be the speaker for this educational webinar. Ed has nearly 30 years of experience in the industry at the executive level. Ed's career has included roles with major industry players as general manager, vice-president, president, COO, as well as CEO of a venture-based company, covering all sizes of corporations. Join us for this 45-minute webinar to find out how to turn an assessment into a sale.

Category:

Education

Tags:

• Strategy Development
• webEd
• know when to fold 'em
• Ed Carroll