Sales Training
and Coaching Services for IT Companies
We provide specialist sales training and coaching support for companies selling software, computer hardware, peripherals, and IT services. All of our trainers have extensive IT experience and understand the special needs of the sector.
Sales Training Courses
Management & Leadership
Speaking &
Communication
One to One Coaching
Business Development
Consulting Services
Participant Comments
For Personal productivity and career development, please visit:
careermomentum.co.uk For Speaker services,
please visit:
clivemiller.com
Business Partners No help? Try our friends
Sixfold
, Novations, BTP,
Cognitive
Aladdin's Cave
Other links
It's Different in IT
Sales people need to have a good conceptual understanding of the capability and technology underpinning their products and services. With superficial product knowledge it is too easy too unintentionally mislead a customer. With too much knowledge, it easy to become immersed in the technical detail and overlook the need to fulfil the sales function.
Consultative selling is a term much miss used. The consultative sales person must be a business expert first and a technical expert second. IT sales professionals need to be as comfortable speaking with Directors as they are IT Managers.
Customers are getting smarter. In the IT business a sales person’s knowledge becomes obsolete faster than in other businesses. To keep up they must spend a greater proportion of their time keeping current with technology and its business applications.
Rapid innovation in technology and products increase opportunities for competition. Maintaining a current understanding competitors’ abilities and products is necessary to avoid competing for un-winnable opportunities.
Customers grow more astute. They understand that good sales people can help them and that poor sales people can hinder them. They have the sophistication to compare suppliers’ sales capability, as well as their products and services.
Being first to market with new products or services offers only a fleeting superiority. Products and services come and go. An enduring advantage comes from the sales person's ability to serve the customer.
