Secure your job and your budget, prove your ROI
Despite the down turn in our wonderful economy, experts are predicting an increased spend online in 2009. Why? Because companies are scrutinising their budgets and where they are being spent, paying increased attention to cheaper alternatives, the internet is the most obvious option. Read more
Selling Technology to CEO
Information technology has continued to move up the corporate agenda and it is changing the way that companies do business. The problem, of course, is that companies are no longer falling over themselves to get the latest and greatest enterprise solution and frustrated sales teams are now finding that the door is closed and technology pipeline development is becoming more difficult to implement. Read more
Telemarketing is Dead: The Future is Nurturing Your Prospects
The traditional concept of telemarketing as we know it in the technology sector is dead. Calling prospects cold and expecting them to immediately tune in to your technology and fall into an existing project based on a scripted call is highly unlikely under the best of circumstances, but in a market where cash is king, projects are being delayed and the decision making process is being pushed to the top of the company. Read more
What is your Technology Sales Pipeline looking like?
It is a common metric for enterprise sales teams that the technology sales pipeline should be at least 3 times the sales number you want to achieve in that quarter. This may be true but what about if you could increase the size of your pipeline and, at the same time, improve the 1:3 ratio to 1:2 or 1:2.5. Read more
Is ROI Selling Effective?
Ask a technology vendor and they will tell you that Return On Investment (ROI) selling works. In fact todays management teams take it as a given that their ROI sales pitch is effective. But how well is ROI selling really understood and is it being used to its maximum potential? Read more
"C" Level Selling
IT budgets in 2008 were supposed to be up by between 2 and 4 percent. This should have brought technology spending back to 2006 levels but still below 2005 levels, and as you would expect there is no growth forecasted for IT spending over the next three years. The current economic situation will lead technology companies to examine their sales model (lead generation process) and make dramatic changes to the sales process as well as the structure of the sales organisation. Read more
