Positioning That Drives Sales, as an IT Consultant - Live Webinar from Feb 2025 Phoenix/Dubai/Malaga

Join our next IT Consulting GTM Hackathon: http://GTMHackathon.com ❗❗❗ Fun and Practical Challenge for You and your Company + a chance to get feedback from World's Top GTM experts from Salesforce, Apple, Google, LinkedHelper, AceMakers, and more! In this practical webinar, our team shows you how to boost sales in your IT consulting business through effective positioning and offer formulation. Drawing on real-world data from our 300+ consulting projects, we explain why positioning is the crucial first step before diving into lead generation or outreach. We share how to identify your Ideal Client Profile (ICP), build detailed buyer personas, craft a one-line marketing message, and validate it all through hands-on market research. We also illustrate how to avoid “positioning decoys” and create compelling value propositions that resonate with your audience. Whether you’re a solo consultant or leading a 50-person firm, our step-by-step framework will help you stand out, command higher fees, and land clients beyond your personal network. You’ll learn: • Why focusing on “positioning + offer” sets the foundation for successful outreach • How to analyze your existing clients, define your ICPs, and avoid misleading “decoys” • The difference between ICP (company-level) vs. buyer persona (individual-level) targeting • Proven methods for market research and validating your assumptions • How to craft a one-page positioning blueprint for your marketing team Stay tuned for future webinars from us, where we’ll cover advanced lead generation, sales funnels, and scalable frameworks specifically tailored to IT consulting professionals. If you’re an entrepreneur or run an IT consulting company, let’s connect on LinkedIn!   / matt-laker   - message me if you have any questions, need help, want to work together, or just want to say hi and connect with people in the field! Timestamps: 00:00 - Agenda 01:20 - Data source 03:20 - What types of IT consulting companies is this for? 03:50 - Examples: SAP Consulting, MSPs, and Process Optimization 06:00 - Business Development Framework & Logic: How to get clients outside your network 17:00 - When to start working on your positioning 17:50 - Positioning equation: How to measure positioning strength? 18:50 - How to get started: Your brainstorming process 21:15 - Positioning decoys 21:30 - Positioning framework 22:50 - Regions 24:50 - Industry, sector & niche 26:00 - Your clients’ business model 27:20 - Target size & number of employees 28:00 - Annual revenue & unit economics 28:15 - Technology stack 28:30 - Other vendors they work with 28:50 - Buyer personas & the concept of multithreading in sales 30:50 - Characteristics, things they say, desires 31:45 - Problem-solution fit 32:13 - Finding your USPs (Unique Selling Points) 34:00 - Crafting your offer 35:30 - Your one-sentence marketing message 36:10 - One-pager positioning: Your final blueprint 40:45 - Market research & validation 46:50 - GTM: Your go-to-market strategy 54:03 - Q&A: How to apply this to get clients on LinkedIn 56:18 - Q&A: Best-performing B2B IT consulting lead gen channels 57:25 - Structuring your funnel & buyer journey