Program Facilitator

Rick McCutcheon


Rick is one of North Americas Leading Authorities on Sales Productivity and Customer Relationship Management. He is the creator of the Full Contact Selling System. Rick has been involved with the CRM Industry since 1990 as a Company Founder, Senior Executive, Reseller, Board Member, Educator, Consultant and Professional Speaker. Rick draws on his 17 years of real world experience having personally sold millions of dollars worth of technology solutions to customers ranging from the SMB Marketplace to Major International Corporations. His stories are "real-world"; his style is "uniquely appealing." and "tremendously credible"

Now Available On-line!

Customized FCS relationship models and courseware will be provided for each participant. This session can be facilitated live or through a series of web based 4 e-learning seminars.



Rick McCutcheon's Selling CRM Workshop

Advanced Selling Skills for Technology Sales Professionals

Leveraging the right approach to Technology sales is like having a customized blueprint for success. This Full Contact Selling Program (FCS) for Technology Sales Professionals delivers a unique advantage over traditional sales methodologies. FCS fully integrates the three key areas of sales productivity: 1) proven sales & customer management processes; 2) sales skills development and 3) the best practice use of technology including CRM, Presentation Software and the Internet.

Workshop Agenda


This fast paced workshop reveals the game plan behind the program. Many real world examples of how you can improve your sales results will be provided. Below is an overview of the program

Module 1 - Advanced Technology Selling Skills Foundations
  • 10 traits of a successful sales professional
  • The typical Technology buying process
  • Selling Technology to
    • Senior Executives
    • LOB Managers
    • IT Management
  • Overview of the Full Contact Selling System for Technology Sales Professionals
Module 2 - Developing New Business
  • Lead creation activities
  • Researching opportunities
  • Making first contact - positioning yourself as a High Value Partner
  • Qualifying leads and understanding opportunities
  • Asking the right questions - the discovery session
  • Moving opportunities forward
  • Building an effective "Keep Warm Strategy"
Module 3 - Presenting & Building a Solution
  • Positioning your company and solution
  • Demonstrating the day in the life of the user, manager and administrator
  • Presenting potential ROI and benefits
  • The next step - conducting a needs analysis
Module 4 - Gaining Commitment
  • Creating an effective proposal
  • Presenting your solution
  • Beating the competition
  • Overcoming objections
  • Listening and negotiating
  • Gaining commitment
  • How to handle no decisions
  • The principles of Great Account Management
Bonus Module - Selling with CRM
  • How to personally use CRM
    • Increase your productivity
    • Manage your time
    • Close more business
FCS relationship models and customized courseware will be provided for each participant.
Click below for upcoming 'Live On Line' Webinars or click here to request more information about our in-house programs.

Upcoming 'Live On Line' 4 Part Webinars