Does selling your product/service require:

• A longer sales cycle (3 to 18 months)?
• Explaining, positioning, and demonstrating a complex product or service?
• Justification of higher selling prices?
• Committees and/or multiple decision makers?
• A team from your company to help sell and implement your product/service?

If you answered "yes" to one or more of the above questions, you need a different set of skills than those required for selling to a single buyer. You must approach a complex sale with more insight into the buying process and an understanding of the key strategies and tactics required to win those sales.

Attend this program and learn:

• How evaluation committees are formed
• How requirements and buying criteria are determined
• Elements of typical evaluation and decision processes
• Skills that are required to win a complex sale
• Mistakes that are often made, resulting in a loss

As a result of this session, you’ll be able to approach a complex sale with more insight into the buying process and understand key strategies and tactics required to win.

Before founding The Stein Advantage, Inc., Dave Stein was employed by several leading-edge high-tech companies in a diversity of roles: programmer, systems engineer, sales representative, sales manager, director of worldwide sales development, VP of sales, VP of marketing, VP of international operations, VP of client services, and VP of strategic alliances.

Specializing in competitive sales strategies, Dave is much in demand as a speaker, consultant, coach, and trainer. He has worked with companies small and large, from less than $5 million in sales to the Fortune 500, including IBM, Oracle, Hewlett-Packard, Invensys plc, Honeywell, Intermec, NEC, ALLTEL, Pitney Bowes, Siemens, McGraw Hill, Standard & Poor's, Sungard Energy Systems, Richardson Electronics, AMS and Bayer. He has helped thousands of sales professionals win hundreds of millions of dollars of business against insurmountable odds.

Dave is the author of the Amazon #1 best-selling book How Winners Sell. Dave is a fitness enthusiast, instrument-rated pilot, airplane owner, bicyclist, pet lover, skydiver, scuba diver, firewalker, early adopter of technology, and internationally recognized expert on technology sales, marketing, and service. He is a member of the National Speakers Association, the Strategic Account Management Association, Sales and Marketing Executives International (SMEI) and AOPA, the Aircraft Owners and Pilots Association.

"...The audience was writing away on your handouts as, not only did you motivate them, you also clearly understood the challenges we face and addressed them head on. They were able to take away what they all need to do to achieve personal success in their jobs."
Steve Strohacker, National Sales Director, Pitney Bowes Distribution Solutions.

"Dave has a deep understanding of how to sell. From selling business value to executives to setting traps for the competition, Dave has the answers. You want him on your side."
Mike Cichon, Director of Marketing, Camstar Systems, Inc.

"I have heard Dave speak many times. I always learn something new from him that I can use right away to win business."
John Zobel, Mid-West Regional Sales Director, Kronos

"I have competed along side Dave and I have competed against him. There is no question that you want Dave on your side."
Gerry O'Connell, CEO, Entuity, Inc.

"Over the years I have called upon Dave Stein as a competitive strategist and as a speaker at my sales meetings. He over delivers every time."
John Andrus, Executive VP of Sales. DFA Capital Management.

"Dave is a recognized expert on winning complex, competitive sales deals. Whether you are in his audience for an hour-long speech or a three-day seminar, Dave delivers--Non-stop."
Jim Schappert, Senior VP of Sales, IBS

"In front of an audience, there are two things that are immediately noticeable about Dave Stein: His depth of sales and marketing experience in complex selling environments and his ability to motivate his audiences into immediate action."
Bill Macdonald, former Senior VP of Marketing, ALLTEL Information Services (NYSE:AT)

"Dave’s depth of understanding of what it takes to win complex sales opportunities is staggering. He grabbed my attention and didn’t let go…"
Rocco Campanelli, Senior Vice President and General Manager, RCM Technologies, Inc. (NASDAQ:RCMT)

"Through his training, coaching and strategizing on individual deals, Dave has made a measurable impact on the sales productivity of our indirect channel. Even seasoned sales managers who have ‘been there, done that’ cancel appointments to get time with Dave."
Dick Cook, President and CEO, MAPICS, Inc. (NASDAQ:MAPX)

"I have observed Dave Stein transform a company's culture from merely selling products to selling business value in a highly competitive and effective fashion. He is a change agent in the truest sense of the word."
Jim Holden, Founder, Holden Corporation

"Dave competes ferociously, with complete integrity. An unusual, but highly effective combination."
Daniel J. Kossmann, CFO, Outstart

"Dave Stein has designed some of the best selling strategies I have ever seen. He is a feisty, but clever competitor who hates to lose."
Michael J. Quinlan, Former Corporate Vice President, IBM Corporation

"Dave has a very deep understanding of what it takes to win large, political, competitive deals and he knows how to generate an urge to win."
George Chamberlain,
Former CFO, Digital Equipment Corporation

"Dave is an expert at selling in highly competitive, political environments. He has lots of practical experience and a profound desire to win which easily motivates sales teams and managers to follow his direction."
Paul Margolis
Founding Director, Longworth Venture Partners

"Dave’s insight into complex selling situations is staggering. He drills right down into the critical issues which are at times invisible, even to the most experienced sales professionals."
Stephen D. Kahane, MD, Vice Chairman, VitalWorks

"Dave knows how to uncover the key cultural and political issues in large sales opportunities. His ability to direct a sales team to a win with that information is outstanding—especially working as an American in Europe."
Richard Fiddis, Managing Director, P-E International plc

"Dave applies logic, discipline and experience when he engineers a competitive sales campaign. Then his tenacity gets results."
Michael J. Campanelli, Senior Director of R&D (retired), Bayer Diagnostics

• $65/cd

Winning Complex Sales
$65/cd