Category Archives: Sales Strategy

Managing IT Sales “Forecasting Moles!”

IT sales forecasting by its very nature is an unscientific art. The decision cycles, budgets, and purchasing needs of prospects constantly change. Sales forecasts are just snapshots of time captured on a selected time slice. The introduction of CRM systems and contact management programs have made sales projections less accurate today in the ability to…
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Grow Your Revenue By Launching New Products and Services

Selling and marketing IT products and professional services in the best of times means developing value that prospects believe, finding prospects that will buy, negotiating deals that clients will pay for, and managing competitors... before they manage you. This whole process can become cumbersome and tedious.  One way to bypass this elongated sales progression is…
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IT Sales Relationships Start After the 2nd Sale

Are Your Customers Loyal? Do you have a Relationship with a New Prospect Before the 1st Sale? Customer loyalty is an integrated process of perceived and actual value delivered based on your offering and your customers' perception of that offering. You do not arbitrary have customer loyalty because a customer bought from you once. During…
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Better Messaging & Brand Content Closes IT Deals

When marketing and sales are integrated together correctly, value acceptance by targeted buyers increases. To sell buyers, your firm must move through a pathway toward value belief where you “the seller” move from the position of being seen as an outside vendor to an engaged peer on the inside. This pathway is based on the…
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