Transform the way you sell.
Join the Masterlass to completely transform and simplify how you market and sell your services.
Learn foundational principles, get detailed instructions and use easy-to-use templates to prepare your business growth plan.
In 6 weeks, you will have a ready-to-start plan for your own business. You will be able to stand out in market and generate leads with a simple and robust system.
Cost: 499 Euro with two coaching sessions included.
Stand out in market
Choose and descibe specialisation
Buyers choose specialists. Learn to select a niche that you can claim world-class competence in.
Demonstrate competency
Learn how to demonstrate competency and use AI to create case studies, webinar scripts and other content.
Build trust with buyers
Trust is 3x more important than price. Learn how exactly to build trust even before conversation with buyer.
Sell directly to international buyers
It is easier than you think. You just need to get attention, demonstrate competency and build trust.
Charge a premium price
Business buyers don't spend their own money. They choose a supplier they trust. Learn to build trust!
Eliminate competition
Specialists have much less competition. Learn to choose a specialisation, demonstrate competency and build trust.
Replace effort with system
Create a funnel that works. Run again and again
Design a simple ebook or webinar funnel that generates leads. Run it repeatedly.
Only talk with high-quality warm leads
Use content that gets many leads. Then use AI to find the best leads worth talking to. Talk to best leads only. Be surprised how well it goes!
Use first-step offers to get to customer conversations
Develop you own first-step offer that gets you in deep and honest customer conversations and in 50-80% of cases converts to a large project.
Simplify things
Do less. Focus. Replace scattered efforts with system.
Have a predictable revenue stream
Build a simple sales pipeline to track your future revenue. Know exactly what to expect.
Stop sending unanswered quotes
More quotes sent don't mean more business. Most quotes are asked for price comparison to reduce the price even further.
Reduce your personal sales workload
Reduce your personal effort
Replace your efforts with a simple, repeatable system. Only talk with high-quality warm leads. Have conversations you enjoy having.
Improve delegation
Learn to make strategic choices. You'll get better results from your team. Same with results from AI.
Start using AI
Articulate your company's value, do customer research, write case studies, webinar scripts, ebooks and identify best-fit customers.
Do fewer things better
Reduce marketing and sales tasks requiring your attention. Do fewer things better.
Whats in the curriculum?
The curriculum is designed based on my 20+ years in tech industry, 9 years of experience of helping software and IT service companies across Europe and building my own service business. The program is specifically created to provide founders / CEOs of small/medium-sized IT service companies with the knowledge and practical tools they need to grow their businesses successfully.
- Course structure and organisation
- How to make the most out of the course
- About the trainer
- Summary
- How does the purchase process work?
- Sources of value
- Business impact of price
- Price vs. risk balance
- Sources of trust and familiarity
- Summary
- Choosing specialisation
- Selecting Ideal Customer Profile Customers
- Developing Buyers Persona
- Developing a Unique Value Proposition
- Summary
- Selling services as products
- Developing first-step offer
- Planning your funnel
- Funnel examples
- Marketing and sales process
- Summary
- 3 Components of a plan
- Planning principles
- Balancing your plan
- Summary
- Principles of content creation
- Using AI
- Creating case studies with AI
- Content for social networks
- Content reuse and distribution
- Summary
- Marketing investment
- Choosing the right deal size and structure
- Evolution of service business model
- Managing portfolio of service lines
- The value of personal time
- Summary
Designed for busy founders and CEOS
6-week learning and 8 weeks to finish your plan
Completely transform the way you market and sell in 8 weeks. Sufficient to learn enough to makeover your business, yet realistic time commitment for a busy founder.
1:1 coaching included
Get my personal help to discuss your progress, review your plan, provide feedback and accelerate implementation.
Create your growth plan
Put learnings into practice right away by creating your growth plan. Have it reviewed twice by the instructor.
Learn once, use forever
Learn the foundational principles and frameworks specifically selected for IT service businesses that you will use forever.
Nothing you don't need
this training is laser focussed on successful selling of IT services. Nothing else.
Practical additional materials
Need to know details on how to run the webinar? Want to create a list of ICPs but don't know how? I've got you covered! Use extensive additional content of demos, guides, in-depth explainers, templates and scripts.
How learning content
is organized?
Core content
These are must-know concepts, know-how and tools orgnized in 4-8 video lessons for each module. Every founder must know this to be able to grow their business and delegate marketing and sales tasks efficiently.
Additional materials
Here, you will find videos with practical examples, tool use demonstrations, ready to use templates and even specific AI bots created to help you.
Use if you need to, skip if you want.
External resources
These are additional links to blogs, research papers, podcasts and webinar recordings that will help you master the topic further.
Optional.
What other participants have to say?
Who is the trainer?
Rolands Ozoliņš
I started selling at 14.
At 20, through some wildly fortunate twist of fate, I ended up at the same table as the Microsoft Baltics GM. That conversation led to my first significant deal—a market research project I spent the entire summer of 1999 delivering.
Today, I’m a business growth strategist at IBD Consulting, a company I founded in 2016.
My passion?
Sharing practical, battle-tested insights and straightforward advice.
With over two decades in tech solution marketing and business development—half of that spent at Microsoft—I’ve had the privilege of helping dozens of IT companies across Europe unlock growth.
I’ve personally interviewed hundreds of B2B buyers, systematically uncovering and refining the critical success factors for selling IT services.
Turns out, the keys to success are surprisingly simple.
That’s precisely why I created the Masterclass.
Risk free growth
You are free to cancel your participation in the masterclass within the first 21 days and receive a full refund without any questions asked.
Frequently asked questions
Select from 2 packages.
Package 1: Training, additional materials + 2 times 45 minute coaching calls for 500 Eur
Package 2: Training, additional materials, no coaching calls* 300 Eur.
* Note: coaching calls are available separately at 140 Eur per hour.
Plan to spend around 3-4 hours per week to learn the basics. If you want to develop your own growth plan, it will take more time and you will likely want to involve your team in discussions. The training is designed to be completed in 8 weeks. First (out of 6) module is available upon sign up and then one module drops every week. This is deliberate to focus your attention on one module per week. Extra 2 weeks (no new module drops) are provided to give you time to revisit previous content, prepare your plan and have a coaching call with the trainer.
The training is designed specifically for founders / CEOs / Business Development Directors of small and medium-sized companies and covers the topics most relevant to these roles. Do not ask your salesman or marketing people to participate – this training is not designed for the scope of their roles.
For marketing roles, we have other training covering the challenges of excelling in the marketing roles.
For larger companies that need to train their leadership teams, we have Principles of Business Growth and Demand Generation training.
To get the most value out of training, spend 4-5 hours per week on training, exploring additional materials and working on your plan.
It is best to schedule the first coaching call after you have considered and described your strategic choices and the second call after you have prepared the draft of your growth plan.
It is also a good idea to discuss your ideas and strategic choices with your team before talking with the instructor.
You can pay with credit card via Stripe or you can pay the invoice via bank transfer. In case you want to pay with bank transfer, let us know to [email protected]
If you do not like the training, we will return your money within 21 days of the program start. By this time you will have covered more than half of the course.
A good first step to see if you may like our training is sign-up to How to Sell IT Services webinar.
This training is designed to help you make strategic choices about your business and prepare your own business growth plan for international B2B markets.
Additionally, you will learn lots of experience-based insights and tips and tricks to grow your business.
This will help you stand out in the market, get more accessible to customer conversations, and make it possible to delegate marketing and sales tasks to your team.
If you have other question, do not hesitate to ask! Reach out to [email protected]
The training materials are available for 58 days – thats over 8 weeks.
The videos are available to view during the training and other materials, are available for download to keep and use after the training.