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The IT Sales Playbook by Peter Ward

The IT Sales Playbook

The IT Sales Playbook is your guide to growing a profitable, customer-focused IT business. Drawing on over 20 years of industry experience, author Peter Ward shares a proven step-by-step process that equips IT leaders with the tools to win new business while strengthening existing client relationships.

Through practical strategies and real-world examples, this book shows you how to:

  • Build a repeatable sales process that drives consistent results
  • Prospect and qualify leads effectively
  • Deepen customer relationships and upsell services with confidence
  • Craft messages that compel customers to act
  • Leverage tools to keep your sales systems efficient and integrated
  • Hire and manage the right salespeople for growth
  • Track and measure success with meaningful metrics

Packed with actionable insights, The IT Sales Playbook is an essential resource for any IT company looking to differentiate itself, increase profitability, and create long-term customer value.

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The IT Sales Playbook

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About the Author

Peter Ward is an entrepreneur, advisor & former ASX listed CEO. Over the last 20 years Peter has developed a proven step-by-step sales process to accelerate growth in IT business.

In the no BS guide Peter shares the strategies that he used to unlock value, fast-track growth and successfully exist a number of technology business.

The businesses have been recognised with numerous industry awards ranging from the coolest companies in Australia to the Deloitte Australia Technology Fast 50 and achieving the Worldwide Partner of the Year award from Microsoft.

Peter is currently the founder of Dijital Team a business that enables IT companies to find the right skills at the right price by designing and building offshore team in Sri Lanka. 

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Author Peter Ward

What You'll Learn

The IT Sales Playbook is a practical guide to build a high-performing sales engine.
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Build a Scalable Sales Process

Step-by-step guidance to create a repeatable sales workflow that grows with you. Establish clear stages from prospecting to purchase order so your team can consistently turn leads into customers.

Check
Lead Generation & Qualification

Proven tactics to fill your pipeline with the right prospects and qualify them efficiently. Learn how to generate more leads (and better leads) through targeted marketing, referrals, and campaigns, and how to quickly identify high-potential opportunities.

Check
Upsell & Grow Existing Accounts

Strategies to strengthen client relationships and expand their spend. Discover how to proactively upsell and cross-sell services, improve account management, and increase the lifetime value of each customer.

Check
Crafting Your Value Proposition

Exercises to help you develop a clear, compelling value proposition that sets you apart in the market. You will refine how you communicate your unique value making it easier for prospects to understand why they should choose you over the competition.

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Sales Team Training &
Metrics

Tips and templates for training your sales staff to sell IT services effectively. Plus, learn which key performance metrics (KPIs) and how to use this data to continually improve your sales results.

What You'll Learn
Check
Build a Scalable Sales Process

Step-by-step guidance to create a repeatable sales workflow that grows with you. Establish clear stages from prospecting to purchase order so your team can consistently turn leads into customers.

Check
Lead Generation & Qualification

Proven tactics to fill your pipeline with the right prospects and qualify them efficiently. Learn how to generate more leads (and better leads) through targeted marketing, referrals, and campaigns, and how to quickly identify high-potential opportunities.

Check
Upsell & Grow Existing Accounts:

Strategies to strengthen client relationships and expand their spend. Discover how to proactively upsell and cross-sell services, improve account management, and increase the lifetime value of each customer.

Check
Crafting Your Value Proposition

Exercises to help you develop a clear, compelling value proposition that sets you apart in the market. You will refine how you communicate your unique value making it easier for prospects to understand why they should choose you over the competition.

Check
Sales Team Training & Metrics:

Tips and templates for training your sales staff to sell IT services effectively. Plus, learn which key performance metrics (KPIs) and how to use this data to continually improve your sales results.

Want to know more?

Download our eBook and discover more insights into the Benefits of Offshoring to Sri Lanka with Dijital Team.

Ebook - Benefits of Offshoring to Sri Lanka with Dijital Team

Ready to Boost Your IT Sales?

Don’t let stagnant sales hold your business back. Now is the time to equip your team with a proven playbook to higher revenue and stronger client relationships. The IT Sales Playbook will give you the clarity and confidence to elevate your sales performance.

Every tip, tool, and template in this guide is focused on helping you overcome sales obstacles and capitalize on the growing demand for IT services.

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Learn how to implement strategies, and watch your sales effectiveness and revenue soar.

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