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Virtual Sales
Expert Level
Enterprise Sales Certification 
“Confidence is a demonstration of knowledge.”
Ivan G. Seidenberg Former CEO Verizon

These courses:
•       Present enterprise solutions selling scenarios.
•       Understand what customers especially enterprise business customers are looking for and expect from a provider of integrated applications solutions and networking services.
•       Understand what the situations are, success factors and solutions in making the sale and how you can make a difference in your prospective and ongoing customer relations.
•       And, most importantly, maximize the confidence-to-close factor and the customer gain-retain ratio and seek to shorten the sales cycle.

Click here for 11-page complete course outline and details in PDF.
Expert Sales Professional Goals - Gain-Retain Customers and Increase Market Position
The goal is to gain and grow:
- Skills for from salesperson's perspective it is often said, "you can't sell what you don't know.” This course focuses on guiding salespeople to be ready for enterprise customers including “better to be embarrassed here than in connect with the customer.”
- From the customer perspective, ”a confused mind always says no” as customers "don't buy what they don't know either" is the rapidly changing reality as solutions are more complex to understand, justify, implement and train users.
- Professional skills critical to current direct, strategic sales, vital for up market channel partners and recommended for all new-hires before they are let loose on any customer.
- Current sales staff, comments have been received such as "filled in gaps from previous classes," "gained new insights" and "you cannot ever know enough as this isn't just enterprise but a very complex selling environment."
- New-hires as this class can give sales management and leadership as well as HR insights into likely successful enterprise sales staff and sales compensation plans.
Note: Expert level sessions are delivered in one, two or three initial virtual sessions at a time for each Section (Note: unlike large onsite sales training classes, it is recommended virtual classes be 15 or less) from professionals with the "highest scores ever" and “award-winning” evaluations and multi-decades of experience and a satisfaction guarantee this course is a win-win experience. In addition, knowledge is delivered with a goal of a high knowledge gain-retain customer approach.
Sales leadership can select all Sessions or any Session “by the slice” option for delivery including keynote, C-level, investor or sales meeting presentation format.
14 Expert Sessions Outline : QUEST for The Accelerating Enterprise sales - Questions, Understanding, Evaluating, Systems-Support and Teaching
Session 1 - Top-10 Personal Sales Professional Criteria
Session 2 - Top-10 Enterprise Sales Opportunities for Cloud, SD-WAN, UC, Collaboration, AI, Pandemic Tech and Emerging Tech
Session 3 - Top-20 Enterprise Customer Types
Session 4 - Top-10 Key Criteria for Enterprise Sales Meeting/Presentation 
Session 5 - Top-10 Enterprise Proposal Guide
Session 6 - Top-10 Enterprise Business Issues
Session 7 - Top-10 Enterprise Technical Issues
Session 8 - Top-10 Enterprise Network Management Issues
Session 9 - QUEST - Questions, Understanding, Evaluating, Systems-Support and Teaching
Session 10 - Customer Phases - Assessment, Analysis, Selection & Implementation
Session 11 - Optional Role Play – Customer Case Studies – Mortgage, Newspaper & Manufacturing
Session 12 – Sales Manager Development for First Time, Team Turn Around and Accelerate Growth
Session 13 - Optional Certification Testing
Session 14 – Ongoing “Personal Trainer” Coaching Service and App
Sessions Delivered Via Webinar ~1 Hour Each Plus Q&A
Session 1 Top-10 Enterprise Sales Professional Personal Criteria
1) Knowledge – “you can’t sell what you don’t know,” get product, tech smart every day, know your competitors.
2) Customers want trust to make sure they don’t lose their job buying your solution. “Customers don't buy what they don’t understand.”
2) Customers want help and leadership and most importantly, education to let them solve their problems.
3) Customers want business solutions, not pipes and boxes.
4) Customers want “case studies” on their industry-specific situations.
5) Customers want to see a vision and “leadership” from your company.
6) Customers want to know the ROI/TCO impact of their business in terms CXOs will understand.
7) Customers want a dialog, not just questions, an interactive conversation and consultation
8) Customers want you to shut up and listen more – 2E1M salespeople often ask too many questions. Customers too often feel they are being interrogated.
9) Network – make sure you are connected with them on Linkedin and follow their company.
10) A professional image – they see you, not the company and so dress for success.
Session 2 - Top-10 - Enterprise Opportunities for Cloud, UC, AI, SD-WAN, Collaboration, AI, New Tech
1 - Customer relationship management - CRM
- Starts with a customer
2 - Enterprise resource planning - ERP
- Starts at the top
3 - Research and development
- Starts with a problem
4 – Backoffice – logistics – fleet management
- Starts at the back dock-door
5 - Front office – workflow management
- Starts with an encounter
6 - Human resources – hiring, compliance
- Starts with people in groups
7 - Manufacturing resource planning - MRP
- Starts on the floor
8 - Communications - messaging - conferencing
- Starts with communications
9 - Personal services – docs, collaboration
- Starts with you
10 - Facility services
- Starts with structures
Session 3 - Top-20 Enterprise Customer Types
Quantify Customer type:
- Strategic/Major
- Geo/Demographic
- Growing Business
- Declining Business
- Merging Business
- Multi-location
- Vertical
- Channel/VAR/SI
- Industry
- Technology
- Consulting
- Advisor
- Legal/Acct
- Specialty
- Distribution
- White Label
- Executive
- International
- Other
Session 4 - Top-10 Concepts for Enterprise Sales Presentation
1) Before you go, check their website/social media.
2) What problems are most important for you to solve now?
3) If you could have anything fixed, what would it be?
4) Is there a telecom/IT plan? If not, can I help write one.
5) Can I borrow or make a copy of the last three month’s bills?
6) What new business applications have/want to implement?
7) Are there ways that we could help increase your revenues?
8) Are there other people that are involved in this decision?
9) Do you have a timetable? Are you moving?
10) Is there anything I forgot to ask?
• Look for the hook to present your solutions?
• Let them know about your website
Session 5 - Top-10 – Proposal/Quote Guide for UC & Network services
1) Executive summary - absolutely-positively only one page
2) Existing and proposed network configuration – before and after
3) Price - at the top of the page in big letters with place to sign
4) Analysis and recommendations - issues, risks, concerns, tell them the truth !
5) Technical analysis - including downtimes, SLA
6) Timetable - all the details and name-names
7) Management background - telephone directory
8) Case studies - tell them about their friends
9) Customer references to call - especially if same industry
10) Company background - they don’t really care but it’s nice fluff
Session 6 - Top-10 - Enterprise Business Issues
1) One stop shopping - can you do all of IT, voice, future - one bill too!
2) Planning - legacy to lunacy - can they take the old with the bold
3) Network capacity and coverage - to you, to others
4) Downtime - history is no guide to the future, yours
5) Scalability - can they grow with us, customize, virtualize
6) Responsibility - ability to provide end-to-end management
7) Experience - references, technology, redundancy
8) Accounting - how are calls billed, disputes resolved, billing interface
9) Frills/Futures - storage, programming, WEB hosting/design, VR
10) Business - model, expansion, growth, funding, ownership
Session 7 - Top-10 - Enterprise Technical Issues
1) Options - ranges of ports, bandwidths, distance, closet to cloud
2) Order processing - intervals, MTTR, fees, penalties
3) Features – need product details
4) Congestion management - where and who to discard
5) Expansion management
6) Carrier network engineering - route maps, lines/switches,
7) Security capabilities - multiple authorization levels - firewalls
8) Network management - device to access, routes and reroutes
9) Change management - moves/adds/changes (MACs)
10) Service level agreements (SLA) - who pays when it fails
Session 8 - Top-10 Enterprise Network Management Issues
1) Cybersecurity is now and will always be #1 – do a comprehensive checkup
2) Review traffic patterns – check current performance & model new ones
3) Update network map – build a “heat map”
4) Evaluate current “potholes” - worst case scenarios
5) Review current applications/sites, plan for new ones
6) Pilot “worst case sites” - parallel/diversity/redundancy
7) Expand as success increases - run parallel nets, SLA
8) Build test lab for new applications - video, VO, online, mobile
9) Monitor successes and model for network management
10) Develop monthly business report - gain/pain ratio
Session 9 - QUEST - Questions, Understanding, Evaluating, Systems-Support and Teaching
This is a core concept in sales training to really improve professional development.
Session 10 - Customer Phases - Assessment, Analysis, Selection & Implementation
Phase 1 – System Assessment – what do we have, what do we need now and in the future
Phase 2 - System Analysis
Understanding bid specifications - RFI/RFP/RFQ and others
Presentation preparation – elevator pitch, team pitch
Phase 3 - Vendor selection and negotiation
Phase 4 - Systems Implementation and Evaluation
Session 11 - Optional Role Play – Customer Case Studies – Mortgage, Newspaper & Manufacturing ~2+ Hours
This session brings all the content "live" with real life case studies to remind all that "it is better to be embarrassed here virtually than in front of the customer."
Session 12 – Sales Manager Development for First Time, Team Turn Around and Accelerate Growth ~4 Hours
This is for First Time Manager, Team Reboot, Channel Partner Sales Managers, Refresh/Update/Benchmark, Business Turnaround and Growth Accelerator Managers. This one-hour initial class will:
• Review proven leadership concepts to ”listen, learn, lead” and build a successful and long-lasting sales performance team.
• Look inside one’s own sales skills then engage and expand with colleagues and company culture, compensation challenges.
Session 13 - Optional Special Certification Testing
Testing is never an absolute but gives an assessment of learning gained and retained. Certificates are granted for attendance, this is a special level of custom testing for specific management levels, markets, products and other reasons.
Session 14 - Ongoing "Personal Trainer" Coaching - Optional
Personal and shadow (listening in) coaching is available and recommended not just for monitoring but facilitating consistent and improved performance for all sales staff. Like with having a personal fitness trainer, we can provide an oncall, text or email sales coach to help answer questions for unique and challenging customer situations.
Summary – Virtual Sales (VSP) Professional Certification is designed to provide faster, cheaper and effective ways for improved business communications. Enhanced meeting technology options are complex and getting more so as there are fewer and fewer people in one place with more and more people in customer, technical labs, research centers, working at home, co-working, mobile, auto, train, plane with fewer onsite each using often very different technology. VSP can bring technology with business processes and operations that accelerates decisions faster with more involvement and allows for more thoughtful analysis.
Before you fail, flub or otherwise lose face or some would say fall on your face yet again in your video sales, lecture, crisis call, news, investor, team, status, leadership or any other meeting or class, get virtual meetings smart today.

To order, please email or call 303-594-1694
Course Evaluations
One attendee noted, “These classes are critical to show customers and partners leadership by leaning-in and leading from the front now and in the future.”

“Leadership begins with great presentations, team building, collaboration and frankly being organized. The Procert gave me all these tools and much more to be a better CTO leader.” J.L

“Meetings are the bane of my business, however, nothing gets done without them. I needed skills and ideas to make meetings and business communications faster, reducing costs and frankly, much better. Virtual Pro did that - thanks.” M.G CEO

”This is the best course for better management communications – period.” K.E

“The class accelerates our conferencing and collaboration revenues reducing the sales cycle by demonstrating to our customers we are committed to user ‘driver training’ to help them make better presentations and use cases of our solutions.” D.T.

“I have been selling conferencing for a long time and so tired of hearing stories of the old conferencing system going unused because users aren’t really trained. That is, they try it and fail, especially C-levels, the course gives me a real competitive-edge showing we are committed to the customer now and in the future.” R.C.
New Recommendations:

"Tom and I developed and delivered more than a dozen virtual webinars on social media, virtual selling and marketing strategies. Tom is an excellent course designer, developer and importantly has great delivery and virtual presentation skills. I would highly recommend him for any virtual presentations including investor pitch, virtual selling, virtual events/sales professional as well as highly technical subjects including AI. His book on AI - MindMeld has been called the best business book on AI yet written. He can really help you be the best."
Evan Kirstel #1 Social Media in AI, Retail Tech and many other B2B markets.
Tom has been involved in the Rockies Venture Club for many years at one time assisting us with our social media and insightful thought leadership blogs. He also attended many monthly meetings listening to hundreds of startup pitch presentations.
Tom and I team-taught the section in the RVC Hyperaccelerator program five times on Sales, Go-to Marketing and Marketing to more than 50 companies. We also share the critical concern that marketing is #1 cause of startup failure and success. Tom is a great course developer, engaging presenter and thought leader and would highly recommend his Virtual Event/Sales Professional courses to any startup, business or anyone wanting to make their business plan presentation to investors and others get "pitch perfect."
Peter Adams CEO Rockies Venture Club
Delivery methods – via webinar one-hour for Fundamentals Sections 1 and 2, approximately three-hours for Advanced Sections 1-3 and approximately five-hours for Expert Level Sections 1-4 courses if taken serially at the same time.

If taken separately, after students have attended the Fundamentals course, the Advanced (Section 3) class is approximately 60-90-minutes. Or after students have taken both Fundamentals and Advanced courses, the Expert Level (Section 4) course is approximately 60-90-minutes each (length is always is determined by student interaction and discussion), subject to change. Scheduling is extremely limited due to previously scheduled seminars. If you are ready to schedule, have special requirements or questions, call 303-594-1694 or email - classes on weekends and evenings are available.

Scheduling and Terms – Tuition and webinar fees are prepaid prior to confirmation of delivery date. Payment methods include credit cards, PayPal, ACH/wire. Due to the breadth and depth of this seminar, all topics may not be discussed due to student questions and class interaction. Course topics or terms may change without notice. NOTE: Moneyback guaranteed.

If you have any questions regarding specific content presented or want specific topics or issues addressed, please email or call. The author and presenter have used their best efforts in preparing this seminar and the programs contained in it. These efforts include the development, research, and testing the theories and programs to determine their effectiveness.
The author and presenter make no warranty of any kind, expressed or implied, with regard to these programs or the documentation contained in this seminar. The author and presenter shall not be liable in any event for incidental or consequential damages in connection with, or arising out of, the furnishing, performance, or use of these programs. Seminar topics and terms are subject to change without notice.

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