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Top IT Sales Mistakes
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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
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IT Services, Technology Consulting
Functional Area : Outsourcing, B2B Sales |
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About "Top IT Sales Mistakes" topic:
If we want to increase our sales, we all need to be aware of the mistakes when selling our product or service. Here lets us share our experience and avoid such mistakes.
1 trends
, 4 insight
, 2 debates
, 2 idea contests
, 5 question
on topic: "Top IT Sales Mistakes"
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(Reproduced version of my article in Hindu) Cross-cultural issues make hiring a tricky proposition. For Indian organisations aspiring to sell their products and services in the US, one of the most competitive markets in the world, the first big step is to hire seasoned sales professionals locally. The bad news is that six out of 10 such hires seem to go terribly wrong. These mistakes are extremely expensive and set organisations back by millions of dollars and many valuable years and even threaten their global ambitions. So what can Indian organisations learn from these huge mistakes? In my mind, culture is a good place to start though there is a lot beyond culture that we must pay attent...
Insight: "Why Indian firms go wrong when hiring US sales teams " deleted from your view.
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1
Objection Handling
2
Not knowing how to close the sale
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Natarajan.N
| Supported idea
"Not knowing how to close the sale"
| 2 years ago
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Even after identifying the opportunity,I have seen people not knowing how to close the sale in my experience.This is only because of not knowing when and how to take control of the discussion in a convincing way.
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Prasad PN
| Supported idea
"Customer Mapping"
| 3 years ago
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Failing to meet what the customer needs is the major problem. Sales made will result in strained relationships and loss of customers. Box pushing and solution selling is often confused and mostly it is selling what we have rather than what the...
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Shaillender Mittal
| Supported idea
"Objection Handling"
| 4 years ago
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Some methods I use - Boomerang: Bouncing back what they give you. Objection Chunking: Taking a higher or lower viewpoint. Conditional Close: Make closure a condition for resolving their objection. Curiosity: Don't be sad, be curious. Deflection:...
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Ideate: "Top Sales Mistakes" deleted from your view.
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it's a natural talent
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34
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70
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it can be acquired
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Praveen Kr Yadav
| Argues in support of
"it's a natural talent"
| 2 years ago
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Some types of sales require specialized education or training but not all of them do. For the most part, success in sales is determined by the individual, by their attitude. Anyone can succeed as a sales person, if he or she wants it badly enough.
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SHRIKANT MANOHAR DANKE
| Argues in support of
"it can be acquired"
| 2 years ago
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They can be made, though some are having in-built ability.
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vijay raut
| Argues in support of
"it can be acquired"
| 4 years ago
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As a salws person and a trainer I have cone across persons who appear to have a natural passion for selling. They genuinly like people, are quick learners, good listners, can organise and present theit point of view in a logical, convincing and...
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Debate: "Are Salesmen Made or Born" deleted from your view.
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SHRIKANT MANOHAR DANKE
| Answered
| 2 years ago
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Periodic changes in ad to try repetition.
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Ramdas Pawar
| Answered
| 3 years ago
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In internet marketing, one should always make the advertisements eye catching. The ad agency should target the youth sector primarily since internet consists of majority of them, but also prime customers of ad agency will be youths only. They...
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C Nijagunaradhya
| Answered
| 3 years ago
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Think of generation,youth,SOCIAL networking sites, MESSENGERS, and then propose yours. A feel of freshness is always needed to catch the EYES of a person . It may be through animation,funny cartoons or celebrities.
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Answer: "what is the important for the internet marketing for an ad agency?" deleted from your view.
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1
Advanced penetration thinking capability
2
Persistence and Resilience!
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AMISH
| Added idea
"Agressiveness, dissatisfaction"
| 2 years ago
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Sales people need to be agressive with a never say die attitude. They should know when to step on the pedal and also when to apply brakes. They should also be dissatisfied with their achievements. Once a level of satisfaction is arrived at they...
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Gareth Parkes
| Supported idea
"Persistence and Resilience!"
| 2 years ago
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Probe, listen, identify need, find suitable solution.... ASK for the order... shut up! Of course persistence may work and resilience helps but that depends on the role the salesman plays.
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Alexander Lewis
| Supported idea
"Advanced penetration thinking capability"
| 4 years ago
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Sales activities are best done by people who have a better knack, and like meeting people. This thing of Sales being a process, SFA tools, other ideating being made by either US books by HR or Sales failure persons or mostly CRM chor software...
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Ideate: "What are the critical traits a sales person should have?" deleted from your view.
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How important is it to have pseudo names for prospecting? I 've retained original names to my team and the results are not encouraging. What is the significance of 'NAME'for doing business?
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VinodKosgi
| Answered
| 4 years ago
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yes it is true that if u have an psuedo name in business developement it would be help u get more sales and customers/prosepects but upto some extent u can use it but in indian market it is better to use your own name rather than psuedo names...
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Lopamudra Bhattacharyya
| Answered
| 4 years ago
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I am not sure about pseudo names being effective or not effective for sales. But a name easy to pronounce globally helps. As an example, my name, Lopamudra Bhattacharyya sounds long and difficult. But then, Lopa is easy to pronouce and remember...
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Alexander Lewis
| Answered
| 4 years ago
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Personally I have never felt the need to change my name or identity as a sale is attractive to a client if the following is catered for He needs the product or service He has the need at that point of time You have placed an offer at a good time...
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Answer: "How important is it to have pseudo names for prospecting? " deleted from your view.
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Hello!! Friends I was just wondering that after doing any mistake in sales ,Are we rally feel guilty for that mistake ? Or just let it be say that is part of buiness. Or we learn from that mistake never try to repeat it again in near future. For this few days back I came across with this article which I want to share with you all. Are You Guilty of These Common Sales Mistakes? Every day thousands of salespeople annoy their customers and prospects with a variety of actions, behaviors and decisions. Are you guilty of any of the following? If you are you might want to re-evaluate your selling behavior. Why lose sales or customers needlessly when all that mi...
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aditya ghare
| Commented
| 4 years ago
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Selling is a perpetually learning experience, and one should learn from mistakes committed. Instead of just saying sorry, if one were to find ways and means to rectify, whatever the mistake, and reach an even keel, it would be better. But...
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Ashish Kumar Mishra
| Commented
| 4 years ago
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agree with Mr. Aditya's comment here, one should reflect why it happened in the first place and then rectify it, just by saying sorry the problem will not be solved, then it would become a habit of saying sorry and doing nothing.
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Insight: "Are You Guilty of These Common Sales Mistakes?" deleted from your view.
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What is the biggest mistake sales people make when cold calling? How do you correct this mistake ... What's the solution?
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Jayaram VS
| Answered
| 3 years ago
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Not knowing the customer : Sales person should have basic knowledge about the customer and his business.KYC No script : Most of the sales people will not design or script their sales talk. When they are narrating about the company or benefits of...
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Santosh G
| Answered
| 4 years ago
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Dear Seller, Cold calling an important in the process of prospecting.why the seller fails? 1) The Gate Keepers Answer them in a professional way and ask for the right person.pass the gate keepers by getting the right prospect 2) lot of seller...
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MIR SHUJATH HUSSAIN
| Answered
| 4 years ago
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No getting prepared in first place to talk with a stranger. Getting excited on positive reply and demotivated on negative. Should confirm first is the right person that we are talking with and whether he qualifies for product or discussion we are...
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Answer: "What is the biggest mistake sales people make when cold calling?" deleted from your view.
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New Customers
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17
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28
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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"
| 4 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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Hello!! Friends Here I will share what are the 3 most common mistakes which holds back the sales what are the golden rules for selling. With the web becoming the preferred medium for business and social networking, many business owners and salespeople are using email to replace traditional phone calls and referring prospects to web sites instead of dealing with queries directly. Sales expert, Andy Preston reveals that whilst the technology revolution has enabled many businesses to become more efficient in their day to day activities, it could also be hampering their sales efforts and suggests that a ‘back to basics’ approach is required to ensure potential business opportunities are not los...
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Srinivasan
| Commented
| 4 years ago
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As rightly said, sometime it works and other way as well. Email is good marketing tool, In current scenario its difficult to meet a person for a sales call.
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Insight: "Sales techniques -" 3 common sales mistakes holding you back?"" deleted from your view.
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Sales Promotion Sales promotion consists of a diverse collection of incentive tolls, mostly short term, designed to stimulate quicker and / or greater purchase of particular products/services by consumers or the trade: Concept of Sales promotion Sales Promotion is an important method of promotion which supplements personal selling and advertising effects. According to American Marketing Association' "Sales promotion includes marketing activities, other than personal selling, advertising such as displays, shows and expositions, demonstrations and various non-recurring selling efforts not in the ordinary routine." Sales promotion includes free samples, premium on sales, sales and dealer incentives, contests, fair and exhibition public relations activities etc. Sales promotion are those activities, other than advertising and personal selling and stimulates market demand for products. The basic purpose is to stimulate on the spot buying by prospective customers through short...
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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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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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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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