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Sales in Tech: Get That Cheque for Your Tech

Jul 7, 2019 | 9m

Gain Actionable Insights Into:

  • Create Relationship Maps to identify key stakeholders before you make a sale
  • Factors to consider for crafting a winning sales strategy
  • Use storytelling to create an immersive sales experience for your customer


Laying the Groundwork

With technology advancing every day, digital transformation is rightfully on everyone’s mind. It’s certainly an exciting time, especially if you’re selling these technology solutions to businesses who need them. To succeed as a salesperson today, you’ll need to have a deep understanding of the technology you’re offering and the impact it will make. You also need to be able to connect this technology with your customer’s needs in a relevant way. While new, shiny technology may be great to admire from afar, people will only pay for something that can provide value and help them solve a problem.

Technology Sales, unlike traditional sales, is solution driven. This means that you need to tailor-make a technical solution to each customer. Since no two businesses are alike, each project you work on will be unique. Your job is to identify the most impactful solution for your customer, and at the right price point. The technical solution you propose could be any unique combination of hardware (such as servers, storage, networks), software (such as operating systems, programming languages, commercial off-the-shelf products) and services (such as applications, analytics, Cloud services).

As technology solutions become increasingly complex and involve multiple integration points, you should be working with an ecosystem of partners to support your solution. Partner ecosystems could be specific solution partners, COTS vendors, hardware partners, and so on. When they come together, a partner ecosystem will help in creating powerful, relevant solutions for your customers. So as much as you invest time into your clients, you should also be focusing on deepening relationships with your partners. At the end of the day, you’ll be consulting closely with them on solutions that you propose to your customers.

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