Effectively selling technology

Ok, so we all know we need new sales in the pipeline to grow our business. And, we all realize that selling technology is different than selling vacuum cleaners door to door. But I also think that to be good at sales requires an ongoing and committed effort – a lifetime of learning and progress.

With the above in mind, here is a link to a concise article that can serve as a great refresher:

5 Tips for Giving Presentations That Consistently Sell Technology
http://clac.integratedmar.com/comments.cfm?item=125 

Great ideas on what to do, and just as important, what NOT to do! Take about 2 minutes, it’s a good read.

Good selling,

Brad

IT needs a paradigm shift

There is a great article from Robert M. Cohen about the need for a shift in how IT work with VARs to deliver solutions to the SMB market. See the story at…
http://www.echannelline.com/canada/story.cfm?item=DLY010109-1

Here’s a couple of key takeaways:
- VARs have strengths and weaknesses that are accurately outlined here.
- VARs have declined in numbers from about 150,000 to only 85,000 in North America.
- The current relationships between vendors to VARs to market is not working, and there is a long list of reasons why not.

In my opinion, the auther hits the nail on the head. Vendors do want to sell at all costs, but VARs are struggling to maintain profitability, and the days of selling things at all cost are long gone. Astute vendors are starting to realize that VARs need help in strategic areas, and are addressing this with training focused more on selling, marketing and business management. However, IMHO the majority of vendors have not yet got that message.

What’s your opinion? Is it broke, and in need of fixing? If so, where do we start? I’d love to hear your comments.

Brad