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IT Sales and Business Development
All About IT Sales
Tags :
IT Sales Mistake, IT Sales, Sale IT, IT Selling, IT Marketing, Sales Marketing, Successful sales, Sales success, CRM, Sales Call, IT Services,Global Teams, IT Consulting, Offshoring, Outsourcing, Indian IT industry, IT Industry, Information Technology Industry, IT market, IT outsourcing, Outsourcing services, business process outsourcing, business outsourcing, IT consulting, BPO,IT sales
Industry :
IT Services, Technology Consulting
Functional Area : B2B Sales, Outsourcing |
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About "All About IT Sales" topic:
Sales costs continue to rise, yet IT vendors remain focused on transaction-oriented practices designed to drive revenue, and the gulf between the buyer and seller continues to widen. The IT sales industry as a whole has matured significantly over the past few years, but vendors' sales strategies have not kept pace. While buyers express interest in a deeper relationship with their suppliers that includes increasing the pace of collaborative innovation, vendors continue to spend too much time in traditional IT sales team education and management processes. Global IT Sales are rising and people are now making sure that they use the medium to its fullest possible strength to get an advantage over others. So here lets discuss on happenings and developments in IT sales Sector....
1 trends
, 2 insight
, 4 debates
, 1 idea contests
, 3 question
on topic: "All About IT Sales"
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New Customers
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Existing Customers
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Shiv Kumar
| Argues in support of
"Existing Customers"
| 3 years ago
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I fully support Srikanth here, statistically speaking, it is 7 times easier to maintain an existing client relation, than to tap a new one. It just makes a good business strategy to try to maintain as many existing clients as you can and...
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Makrand Bhave
| Argues in support of
"New Customers"
| 3 years ago
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Sales is an amazing mix of RETAINING OLD CUSTOMERS ADDING NEW! The ball game in Sales is to think and focus on HOW TO... 1. Increase the chances of old customers buying more 2. Increase the number of clients by adding more These directions...
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Srikanth Sakhumalla
| Argues in support of
"Existing Customers"
| 4 years ago
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Hi Folks, it's quite interesting to see that debates are still coming in through, let me quickly add one more dimension to this! In these tough times, you should really look forward to sell more broadly and deeply into existing accounts as...
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Debate: "Which is more important in case of IT sales new customers or existing?" deleted from your view.
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Tumse mila mai kal to, Mere dil mein hua ek sound, Lekin aaj tum mili to kehti ho: Your 'FILE NOT FOUND!' Aisa bhi nahi hai ke, I don't like your face Par dil ke computer mein, nahin hai enough 'DISK SPACE' Tumhaare liye pyaar ki 'APPLICATION' create main karoonga Tum usse 'DEBUG' karna, wait main karoonga Tumhaara intezaar karte karte, mai so gaya Yeh dekho mera 'CONNECTION TIMED-OUT' ho gaya
Insight: "Funny IT - Proposal" deleted from your view.
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ccna
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ccnp
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vickey
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"ccna "
| 2 years ago
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yes i think the new technology is daily change and implementation also so how we update our self the ccna u do now u r doing ccnp
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Nisha
| Argues in support of
"ccna "
| 2 years ago
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Vikey CCNA and CCNP are two certifications issued by Cisco You would need to have CCNA before you can apply for CCNP. CCNA certified personnel can work with the routers and switched networks while CCNP certified personnel can do this at a much...
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Debate: "it about the ccna " deleted from your view.
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1
Differnt Use with Diffrent Industries.
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Keep Track on our client every single need
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Satya Prakash Choudhary
| Added idea
"Meeting exceeding expectations."
| 3 years ago
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CRM Tool helps in plenty of ways, some of them are being listed here : 1) Sales professionals not only to achieve the target but also maintain short and long term existing and futher relationship with the customer. 2) Storing, extracting...
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Apoorv Rami
| Supported idea
"OPEN FORUM"
| 3 years ago
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If you meticulously collect customer opinion as to what products fall in 'favourite', 'not so favourite' 'Hate it' for them, the information can be analysed in conjuction with the demographic details like Age, Gender, Location, etc. This provides...
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Ideate: "In what way CRM Tool can help Sales Professionals ?" deleted from your view.
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Yes
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8
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No
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kiran gajula
| Argues in support of
"No"
| 3 years ago
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Customers think market is in recession it is correct to over come recession they should have an good It setuo to over come the same
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Mohit Aggarwal
| Argues in support of
"Yes"
| 4 years ago
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Yes Mandar I completely agree with your data view points.
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Mandar Thosar
| Argues in support of
"Yes"
| 4 years ago
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If you consider big IT giants then it has definitely posed a threat to IT services industry (since they contribute most in export) but this is a good time for small and mid size companies where they will get chance to beat big players on cost....
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Debate: "Global Crisis-A major threat to IT Sales." deleted from your view.
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In the business world, the gatekeeper is usually looked upon with disdain by salespeople. The gatekeeper's job is to make sure only certain calls go through to the boss. For those who are making a cold sales call to that company, they are definitely not on the list of people who can get an audience with the decision-maker, no matter how great their pitch or idea. A sales calls require connecting with the right person at the right time, in order to be successful. However, getting past the gatekeepers is no easy feat. Below you'll learn some techniques to help get you in touch with the person you need to for your sales calls esp IT sales calls. IT Sales Cold Calls are Difficult: How do you ge...
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Nishchal Khetarpal
| Commented
| 5 years ago
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This article is not impressive. There could be alot many things you could have added. I've been working in this area since last 3 years now and have learnt a lot regarding cold calling.
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Insight: "IT Sales Calls: Getting Past the Gatekeeper" deleted from your view.
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Mihir Jhaveri
| Answered
| 4 years ago
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Hi Turn your fears into success following are the tips: -Get clear on your market positioning -Pinpoint what it is that you're really afraid of -Use the things you don't like about sales to form a better approach -Examine the styles of those who...
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Radhakrishna Marar
| Answered
| 4 years ago
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Mr.Manoj i definitely agree with all your points and adding on to what you said: 1.Lack of knowledge of their product. 2.Lack of convincing power.
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Dipak Mawale
| Answered
| 4 years ago
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Following are few mistakes: 1. Low Self Confidence 2. Stretching the Truth 3. Not Saying I Don't Know, When you really Don't Know 4. Common Selling Image 5. Not Knowing Own Product or Service 6. Competition Unawareness 7. Not Understanding the...
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Answer: "As a buyer, what "mistakes" do IT sales people make that turn you off from dealing with them?" deleted from your view.
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Amit Avasthi
| Answered
| 5 years ago
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HI Ankit Microblogging exists in many forms but Twitter is the most popular of them and has been heralded as the biggest invention in social media. Microblogging is basically expressing your thoughts in precise terms (in twitter the limit is 140...
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Prakash Rastogi
| Answered
| 5 years ago
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In Micro-blogging there is a technique used which is called as Pownce in this links as well as folders could be send through messages. This helps to do online marketing apparently affecting sales.
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Answer: "What is the role of Micro- Blogging in IT sales ?" deleted from your view.
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As the economy rolls on, IT sales myths still permeate technology and professional services sales forces trying to hit their forecasted sales quotas. Like urban myths, many of these business beliefs just continue to proliferate without identified authorship or business validity. Here are the top ten IT sales myths that are currently in vogue: Myth One Selling to decision influencers will increase your sales. Reality IT decision influencers (usually with titles like manager and director) are professional lookers who will waste your time, slow up your sales cycle and give you false information about buying needs, budgets and opportunities. Why? Because many times they are not in the informati...
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R.SANJAY GREGORY WILLIAMS
| Commented
| 3 years ago
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Excellent post it really helped in identifying what to looking for in the IT sales and marketing professional
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Manjunath Patil
| Commented
| 4 years ago
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A good one.But I don't agree with you on Myth 1 and 8 of your article, it varies on case basis. I really liked the Myth 2 one, many companies falter on that.
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Murali Krishna Kesapragada
| Commented
| 5 years ago
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Excellent Article. I completely support point 3. Cold calling was for a long time ignored by IT Sales people as they thought it was not meant for them. Its only recently that they've realised the importance of cold calling. You can find instances...
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Trends: "Ten IT Sales Myths" deleted from your view.
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computer sales & service
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1
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computer sales & service
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G TECHNOLOGY
| Argues in support of
"computer sales & service"
| 1 year ago
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G TECHNOLOGY VAT NO. 19643589020(WEST BENGAL) VILL & P.O HARIPUR. P.S NAMKHANA. SOUTH 24 PGS. WEST BENGAL. INDIA.
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Debate: "computer sales & service" deleted from your view.
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The word 'Push' has traditionally characterized FMCG sales systems in India. This is changing for the better in many ways. Sales in many companies like HLL, Marico and Colgate is secondary driven. Let me explain this to a reader who is new to sales jargons. Secondary driven basically means that retail orders to the distributor (secondary sale), which are a function of sales from the retail shelf(offtakes), determine the volume of primaries (billing from the company to the distributors - primary sale). In traditional sales systems the disproportionately high targets were driven by billing high volume of stocks to the distributors (primaries) without there being an adequate movement of stock from the distributor point to the trade (secondaries). This system worked as long as the brands has a demand (pull) that was proportionate to this loading. However in case of inadequate offtakes, this extra stock used to lie at the distributor point or die in the shelves of the retailer. In case...
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How IT cos hurt environment The machines that handle the world's computing tasks are also some of the planet's biggest polluters . Data centers, PCs, mobile phones and gaming consoles use electricity that frequently comes from coal-burning power plants or other sources of energy that give off high carbon emissions. The information and communication technology (ICT) industry in the US is on track to quadruple its consumption of electricity between 2009 and 2020, according to a study released today from the Institute for Sustainable and Applied Infodynamics (ISAID) in Singapore and Rice University in Houston, Texas . Unless electronics can be altered to become significantly more energy-efficient, the related carbon emissions from these products are set to grow as well, says the report. In the US carbon emissions related to tech products will grow from 72.95 megatons of carbon dioxide released in 2009 to 195.06 megatons released in 2020. About 6 per cent of the world's...
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0 referals
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2 comments,
224 views
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Nicholas Carr's article "IT Doesn't Matter" (Harvard Business Review, May 2003) challenges the value proposition for IT. He argues that as companies become more dependent on IT for their day-to-day operations, so the emphasis switches to managing availability, reliability and security. As such, businesses should manage IT as a commodity. Do you subscribe to the Carr view? Do you align IT with the business in a purely supportive role? But innovations within IT continue to create possibilities and options for businesses that did not exist before. But where IT engages the business, pro actively and as an equal, companies will be able to continue to deliver strategic advantage through IT. The following will be useful in assessing the level of business engagement: - to whom does the IT function report in your business? For example, the Board (where the CIO/IT director is a Board member), the CEO (who has a business development focus), the COO (who has a business operations focus) or the...
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13 referals
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Most IT project evaluations are like the tail wagging the dog. They begin with IT strategy, rather than the goals of the business. In fact, IT strategy should be the third link in a chain that begins with business strategy, which in turn governs the product or service strategy, which then drives IT strategy. Lets understand this with a mid size CRM company Business strategy: Increase the customer base by 20 percent in the next year by providing increased functionality such as business operations analytics and executive dashboards. Product strategy: Develop an alliance with a business intelligence (BI) software company to add analytical capabilities to the CRM software. IT strategy: Create a new software platform that allows for easy integration with the BI software company and others. IT projects: Develop a Web services–based platform that offers universal data exchange and messaging between the CRM software and the BI software. While this hierarchy reveals whether IT projects...
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72 referals
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Free Style Marketing How many times have you been to a business conference that guided the world to sell things for free? Well, if you never heard about one, then you need to know about Nokia World 2007 Conference where Chris Anderson, Editor in Chief talks to the world referring to this. The campaign broke all the traditional rules of selling a service product. As per Chris, the new way to sell today has changed focus from the actual product to the complementary product or supporting product that could enhance the selling of original product. Chris talks about the new selling concept of 0 + 2 = 2 in contrary to the old concept of 1+1 = 2. Now, what the hell does he mean by this Maths..? Consider Company A that sells both - the products and the services on the same products. As per the traditional earning model Company A earned Rs 1 revenue from selling the product and Rs 1 revenue from the services on the product. The modern way of selling sacrifices the revenue on product to earn...
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