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Jeff Pitney
Selling to the Economy
You can’t turn around without a co-worker, the President, or some media outlet telling you about how bad the economy is, or that it is getting worse. So how do you sell in an economy like this? There are three ways you can act to help yourself survive and prosper in the future.
Living La Vida Virtual
The future of IT infrastructure is going to be virtual, as in virtual machines. From purchases of server hardware, to the development of virtual desktops, how we interact with and manage our technology will change significantly as more organizations utilize virtual machine technology. If you sell or service technology, you and your customers will be well served by understanding what VM is and how it can help you.
Review What You Do
It happens all the time, that we do the same thing over and over, never once thinking about how we could improve the process to streamline it and make it more accurate. Don’t fall victim to this trap, and take a minute to consider what you do everyday. You might be surprised, as I was, that the most obvious and common things you do on a daily basis are the ones you can improve the most.
Personal Touch
Technology is always improving the speed and manner in which we communicate. Professional salespeople must adapt to these new technologies in order to remain competitive and in sync with their customers. However, don’t neglect the obvious that people buy from people, and that the personal touch in your communication can make the difference between success or failure in a sale.
Prospecting Solution Sales – Part 2 of 2
Ask any owner or manager in the typical document imaging company and they will tell you that they spend enormous amount of time and money developing the concept of ‘solution selling’ within their sales teams. The process for prospecting is the most important aspect of a solution sale, yet if you view most material on the subject, it focuses on the close instead of the prospecting. Who you prospect, and the manner in which you do it, will determine what the sales cycle, revenue total, and profit will be possible in an account. This 2-part series answers how to develop solution sales prospecting skills within your organization.
Prospecting Solution Sales – Part 1 of 2
Ask any owner or manager in the typical document imaging company and they will tell you that they spend enormous amount of time and money developing the concept of ‘solution selling’ within their sales teams. The process for prospecting is the most important aspect of a solution sale, yet if you view most material on the subject, it focuses on the close instead of the prospecting. Who you prospect, and the manner in which you do it, will determine what the sales cycle, revenue total, and profit will be possible in an account. This 2-part series answers how to develop solution sales prospecting skills within your organization.
DandyID
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