From Problem to Profit: Mastering the Science of Selling Using Business Outcomes

Selling using business outcomes is a strategic sales approach that focuses on demonstrating the value of a product or service in terms of the specific business goals it can help a company achieve. Rather than simply promoting features or benefits, this approach involves understanding the customer’s business objectives and showing how the solution can directly contribute to achieving those objectives.

Please join Mike Schmidtmann, on behalf of Channel Futures, and Ben Bohman, Director of Solutions Engineering for the Indirect Channel at Comcast Business | Masergy, to understand how you can improve your technical sales strategy by emphasizing the measurable business outcomes that a customer can expect from their investment. This approach can help build trust, establish credibility, and differentiate yourself from your competitors. Ultimately, selling using business outcomes can lead to more effective sales conversations, stronger customer relationships, and increased revenue growth.

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Speakers:

Mike Schmidtmann, Peer Group Facilitator and Business Coach, Trans4mers

Mike Schmidtmann has led Information Technology Sales Teams for more than 20 years.  He works with organizations throughout the United States to improve their sales recruiting, new business development, and profit growth. During the past five years, Mike has led the Trans4mers Peer Groups for Sales Leaders in the IT industry. Members of these groups consistently out-perform the industry in sales growth, profitability, and innovation. Mike produces the award-winning Trans4mers webinar series, and frequently writes for IT Publications on sales and automation topics.

Ben Bohman, Director of Solutions Engineering, Indirect, Comcast Business and Masergy

Benjamin Bohman has worked in the technology arena for more than 20 years. He leads a team of sales engineers that support Comcast Business and Masergy Channel and VAR partners. He spent 13 years as an IT leader for an international printing company where he managed and developed award-winning technologies for manufacturing and process-management IT applications. As an IT thought leader and solutions professional, Ben applies his years of hands-on experience to deliver a unique technology approach with our partners focused on people, processes, and business objectives to assist companies that are navigating an ever-changing technological landscape.