There is a perception of some IT customers that their salesperson is out solely for himself or herself – that they are working every angle to get an advantage in the sales process.
While that may be true in some circumstances (in which case you need to look for another salesperson), it is normally not the case.
The actions of the most top sales executives have changed, particularly in the past 10 years. Think about the last time you needed the services of a plumber. If you’re like me, you asked your neighbors for recommendations or went to a website like Angieslist to check the reviews for different plumbers. Based upon the abundant information online, you called to make an appointment.
There was no selling involved – you made the decision to purchase from them before you made the call.
Smart IT sales executives understand that you have done your research before you make the call. They know that their personal and company’s value-adds are are the differentiators to today’s IT sales process. They understand that the key to success is a happy customer, and they’ll do what it takes to achieve that success.
Many customers now approach the sales process in a similar manner. Each side tries to form mutually beneficial relationships, which allows account executives to become your partner and “trusted advisor” for major IT purchases and creation of your IT strategy.
When a strong salesperson-customer bond is formed, the both parties have the other’s long-term best interest in mind, and the partnership strives to achieve “wins” for both sides.
It is important for IT to share their needs in the sales process. Let us know where you need help, and how you define success.
We can help you achieve success in a number of ways:
- Help “sell” your project internally by building a business case
- Help optimize your IT budget by guiding on best practices and new technologies
- Provide resources with a wide variety of pre-sales technical consultant to create the best solution
- Provide complementary services to allow you to become more strategic in your organization
In short, we need you to WIN!
As you deal with your partners, make sure they want you to succeed. Let us, as salespeople, know what’s important to you – we’re here to help!
Graphic by Charis Tsevis, license: CC BY-NC-ND 2.0
