Information Technology Sales simplified

“Any questions?” That’s how most of the meetings are usually closed. And then it goes either of the two ways: All your corporate life, you have seen people do it this way, so you think maybe that’s the way you got to do it. But let’s analyze how they play out in real life. In…

Ever been into a meeting where there are new people on the call, and everyone starts introducing themselves before you get into the meat of the discussion? How about… everyday! It’s kind of strange isn’t it, that you have been doing this time and again almost multiple times in a day, but haven’t really paid…

Having met multiple senior executives including C-level leadership during my career, I can tell you with certainty that there’s a different way to approach and sell your proposition to them. Firstly, what do I mean by ‘Senior Executives’? These are people who are in the leadership positions of companies, mostly C-level professionals with companies typically…

The main components of IT sales success: People: Having good people is of utmost importance. When it comes to selling solutions and specifically software or innovative solutions, I find that having the right members on the team makes a world of difference. IT sales hinges on the world of balance. The balance between being too…

There is a common misconception that failing sales people lacked the winning sales skills or that their product was inferior in some way. When we compare the majority of competing salespeople and their product feature sets, they are relatively equal. This implies that additional factors differentiate the winners from the losers, some of which maybe…

A good customer discussion begins with an understanding that people form quick personal connections based on non-verbal cues and physical appearance. During your sales call, how long do you think it takes for a potential customer to make an initial evaluation of whether or not he/she likes you? Between a minute and three minutes is…

Let me give you the good news first, if you want to get into sales, and tech sales specifically at that, you do not actually need any experience or even tech specific fancy college degree to break into the tech sales job market. That is because organizations these days are trying to hire from diverse…

Social Media Clout Yes, we had to talk about this sometime. There is no escaping social media because isn’t that the first thing every one has been doing for almost two decades now? Logging onto facebook anytime you want to check on someone? Thankfully we are well past finding your top 8 friends on MySpace…

All technology sales professionals reading this blog will agree that no presentation gets a nod to be presented to the prospect unless it has one or many case studies as a part of it. And at the beginning of the blog I said ‘all’ instead of ‘almost all’ because that’s how the industry operates. If…

Our lives are so seamlessly interconnected with technology that it feels impossible to be able to function without the aid of gadgets these days. Our mobile phones have become more important than our left arms and our days, so integrated with some gizmos that we forget what it was like to live without them. Until…