THE COMPLETE SALES PROCESS FOR SELLING TECHNOLOGY

It is a bold statement to say: “Here is the complete sales process for selling technology.”

I have seen the sales process of many of the commercially available sales training courses, and many of them have value.  The sales process of most of the courses with which I am familiar is generic in nature.  Selling technology is a far cry from selling houses.  The process for selling technology is much more complex, and more often than not, selling technology requires the Wisdom of Solomon and the Patience of Job.

Closing the Whales is about selling technology.  Selling technology to big companies usually means much bigger opportunities.  Those opportunities are more complex and take longer.  How long is long?  Six months, often a year!  The number of events that are executed in selling technology is far more than salespeople expect, particularly if they are new to selling technology.  In my book I discuss thirty specific events or phases that usually happen in a technology sales campaign.  I truly believe that the process you will find in my book is the complete selling technology process.

To be successful in selling technology, you must be able to anticipate several events in advance, and one of the key components of every successful event is the scheduling of the next important event.  Knowing the next important event to be executed is vital to success in selling technology.

As important as a trained sales person is in the world of selling technology, the applications engineers are, without question, the backbone of any sales force engaged in selling technology.  I would go so far as to say that if I were responsible for building a successful sales force for selling technology products or services, I would first hire two world class applications engineers, then I would hire my first salesperson.  In Closing the Whales  I discuss demonstrations, benchmarks and the big corporate technical show.  In each of these events, I proclaim that these events are often more about the technologists than the technology.  These events highlight the critical role applications engineers play in selling technology.

 

Learn what matters when it comes to selling technology. Get your copy of Closing the Whales today!