Organised Solutions has added value to the APC team & business via training, coaching & facilitation. They know & understand our industry & customers intimately & have tailored their services & expertise to our needs. 

ANZ Managing Director

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I was referred to Organised Solutions for professional coaching services. With many years of experience & success in sales, sales management & coaching they were instrumental in helping me accelerate success professional sales. I would highly recommend Organised Solutions to any individual or organisation with a desire to improve their sales prefessionalism & effectivness.

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Our Blog

  • Reading the Customer's Mind
    If people buy from people, how can we read our customer’s mind?  Often sales people neglect to focus on the…
  • Common Sense
    Wrong way Provide a quote from a customer/prospect requested list. Assume the customer always knows the solution Try to turn…
  • Changing your attitude
    Many sales people accept “the customer is always right”. Most IT Department personnel work for just a few businesses in…

Channel Sales

How is selling technologies different?

Technology was originally designed to improve human efficiency using the advanced hardware and software combinations.

This set IT selling apart from other offerings because it revelled in using “bleeding edge” technology to provide competitive advances for business, despite the risky downsides.

Today selling technology has many similarities to other industries because IT has become a business utility, with focus on the operational cost efficiency. Many technology devices have become commoditised. Much of the reasoning is linked to many sales people falling prey to the “technology for the technology sakes” selling cycle. This is most evident in server sales, with more sold today than ever before, yet sales revenues have never exceeded 2001 levels.

This “next new, shiny version” selling had dominated value proposition for the last few years, rather than innovative ways for technology to make our business more efficient.

Consequently IT solutions have become far more about finding the best pricing client list of for hardware and software requirements then understanding the business problem and offering new innovative options to achieve a better outcome.

IT departments have been under high levels of cost scrutiny and greater technology delivery expectancy. This has forced them to become more anti risk oriented then ever before. Despite this, how many IT projects have you heard of lately finishing on time and on budget?

Today’s best IT sales people when selling solutions, find the balance of controlling the business new technology expectancy whilst protecting the IT Department’s reputation.


Busy-ness  

Sales skills are one part of sales results, but in Business to Business, “selling strategy” is more important than individual sales skills.

Understanding the behaviour language of the customer can make the difference between closing the sale “too early” and “leaving money on the table"!

Business Partner sales people need to be patient and observe the customers reaction; ask clarifying questions, before they jump into “closing questions”, shutting down the sales opportunity too early.

If technology sales people increased their average sale size by 10% the number of opportunities they need to close would reduce by 8.3%. When you’re closing hundreds of sales annually, this can make a big impact to how strategic you can afford to be, not to mention how much more time you can devote to helping your clients.

When the sales opportunity grows, it lends itself to increasing your margin, A 5% overall margin increase is easily achieved when adding more lucrative products or services to the sale provided you strategically prepare and position the technology value to the customer before you shut down the sale. This approach will reduce our sales busy-ness.

In a marketplace that's constantly asking our customers “to do more with less”.....we should take a leave out of their book and look to our selling strategies to make us more sales effective.


 

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Organised Solutions

Tel: +61 2 9913 8439

Mob: 0411 622 556

Email: jbutel@organisedsolutions.com 

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