Masterclass: How to Market and Sell IT Services
Only for CEOs with less than 85K Eur revenue per employee
Would you like to get warm leads without chasing random contacts, even if you hate selling?
In the Masterclass, you will learn how to build a proven and repeatable system that enables you to stand out in the market, demonstrate your competency, and build trust with international buyers.
Unlimited 1:1 coaching will ensure you are on the right path and receive all the necessary guidance to succeed.
Cost: 899 Euro with unlimited 1:1 coaching sessions included.
See the impact of Masterclass
More business than we can handle: 02:01 – 00:02:32
“We’re actually swamped with work. For the first time, I have to tell people we can’t start immediately because we don’t have a team available. We even had to postpone a big project for three people for almost half a year because we’re that busy.”
Implemented a repeatable system 00:03:15 – 00:04:10
“The first thing that really improved is the whole process of finding the client, talking with the client, presenting ourselves — now it’s replicable. Before, it was just me relying on my network. I realized nothing I was doing was repeatable, so I needed to change that. Now we have a clear strategy and processes we can repeat that deliver results predictably.”
Insane ROI 00:10:11 – 00:10:42
“The ROI is insane because I still think I didn’t invest that much time and money, and I got not even 10X — 100X value out of it. If we look at my new clients and MRR, it’s easily 100X. Not making this up.”
Coaching and mentorship instead of general advice 00:11:12 – 00:12:52
“I was reading a book per week and listening to podcasts, but they were too general. Having you as a mentor with live sessions and Q&A was the best move I made. You gave me direct advice for my exact situation — that made all the difference.”
Niching down and building trust 00:05:03 – 00:05:55
“At first, I was doing any project to keep the cash flow steady. But when I started focusing... it became obvious how to position ourselves as specialists. It made it so much easier to sell to similar clients.”
Clear Steps for Execution 00:04:28 – 00:04:42
“The most recent project we got felt like a walk in the park. It was just executing steps. It was like coding — I knew exactly where I was, where I needed to go, and what checks to perform. That was the most impactful thing for me.”
Stand out in market
Start selling directly to international buyers
It is easier than you think. Get step-by-step process to stand out, get attention, demonstrate competency and sell first-step offer.
Increase your price on day one
Increase price on the first day of Masterclass. Get ready to use scripts to do that.
Dramatically reduce competition
Specialists have much less competition. Learn to choose a specialisation, demonstrate competency and build trust.
Choose and descibe specialisation
Stand out as specialist. Build authority and have buyers reach out to you.
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.
Replace effort with repeatable system
Create a simple funnel that works. Then repeat again and again
Design a simple ebook or webinar funnel that generates leads. Run it repeatedly. That's it. It is so simple.
Only talk with high-quality warm leads
Learn to prepare 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. Even your devs will like it!
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. Learn to qualify leads and only work with high-quality good-fit leads.
Reduce your personal sales workload
Reduce your personal effort and sales-related stress
Replace your efforts with a simple, repeatable system. Only talk with high-quality warm leads. Have conversations you enjoy having.
Stop chasing cold leads
Software development is not purchased on the street, from a random guy who sent you an e-mail or from the cheapest supplier. Let your competition play that game.
Start using AI
In the era of AI, you do not need a large marketing team. 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, be less stressed and make everyone happier!
Whats in the learning path?
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.
Start with a coaching call to see if the program fits your needs and which parts are most relevant for your situation.
Important: the program and coaching is only available to founders / CEOs of IT service companies, such as software development, and similar services with revenue per employee below 85K Eur annualy.
- 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
- Developing a first-step offer
- Planning your funnel
- Qualifying leads
- Managing sales opportunities
- Planning marketing
- Summary
- Principles of content creation
- Content creation process
- Content reuse
- Using AI to create content
- Creating content on socials
- Summary
Designed for busy founders and CEOS
6-week access to Masterclass and coaching
Completely transform the way you think about sales in 6 weeks. Sufficient to learn enough to revamp your business, yet realistic time commitment for a busy founder.
Unlimited coaching
Unlimited 1:1 coaching is available for the period of full course (6 weeks). I will gladly review your progress and provide your situation-specific guidance.
Learn whenever you choose to
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.
Create your own business growth plan
Apply your learnings immediately by creating your growth plan. Get feedback and all the coaching you can take!
Practical How to?... 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.
Practical How to?... 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 of up to 8 minutes for each module. This is foundational knowledge every founder absolutely must know to grow their business and delegate marketing and sales tasks.
Additional materials
Here, you will find How to?… videos with practical examples, tool use demonstrations, ready to use templates and even custom AI bots created to help you.
Use if you need to, skip if you want.
1:1 Coaching
Unlimited.
As long as you make progress and show up for calls!
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 in 1993 when I was 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?
Teaching practical, battle-tested insights and straightforward advice.
Greatest joy?
Seeing my customers succeed.
Over 20 years in the tech industry—half of which was spent at Microsoft—I’ve had the privilege of helping dozens of CEOs grow their IT business.
I’ve personally interviewed hundreds of B2B buyers, systematically uncovering and refining the critical success factors for selling IT services.
The keys to success are surprisingly simple.
That is why I created the Masterclass.
You are free to cancel your participation in the masterclass within the first 21 days and receive a full refund without any questions asked.
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
As of July 2025, the cost is € 899 (excluding VAT).
As I have an increasing number of participants to coach, I may increase the price. The price already increased in July 2025.
The Masterclass includes unlimited coaching calls. As long as you continue to progress with your learning and business growth plan, I am more than happy to schedule another coaching call.
Plan to spend around 3-4 hours per week for the best results. 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 realistically completed in 6 weeks.
The training is only for founders / CEOs of companies with less than 85K Eur revenue per employee and at least 2 years in business.
Please don’t ask your salesman or marketing people to participate – they will be rejected.
To get the most value out of training, spend 4-5 hours per week on training, exploring additional materials and working on your plan.
Schedule the FREE first coaching call to get a realistic estimate for your specific situation.
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 are not satisfied with the training, we will refund your money within 21 days of the program start.
Start with a FREE coaching (founders only!) call to see if your situation fits the Masterclass.
The training materials are available for 6 weeks.
The videos are available to view during the training, and other materials are available for download to keep and use after the training.
Previous participants report that their problems with lead generation and business growth indeed have gone away.
However, they also report that they have a new set of problems, such as needing to hire more people on their teams, find a larger office and, sadly, for the first time in their lives, they have to turn away some clients, because they have more work than they can deliver.
If you think these new problems would be nice to have, go ahead and schedule the first FREE coaching call to see if the Masterclass fits with your situation.
If you have other question, do not hesitate to ask! Reach out to [email protected]