Like many IT directors, I am frequently disappointed, at the approach, tactics and lack of success of IT suppliers.
In these days when trust, integrity and relationships are the most important factors in forging long-term partnerships, too many people are still relying on selling what they have, instead of meeting the real needs of their potential customer.
IT leaders, their teams and departments are crying out for answers to long-standing challenges, and the door is open for e-business solutions.
Events such as the IT Directors' Forum and World IT Congress provide the face-to-face opportunities, but it is critical that these opportunities are taken. I know of many exhibitors who complain about these events, because of their lack of sales success.
The fact is that such failures are their own responsibility.
Anyone with a product or service that truly adds real business and competitive advantage should be able to sell it, easily.
Looking at this from the perspective of the IT director, here are my top 10 tips, in order, to increase your sales success, build long term-relationships, and achieve new levels of success:
It is in everyone's interest for the IT sales process to be improved, and for all sides of the industry to have more faith in each other.
Follow these tips, and you will see your sales rise. More importantly, you will get closer to your customers, and be more likely to stay there.
David Taylor's Inside Track. A provocative insight into the world of IT in business, is out now. The book is the latest in the Computer Weekly Professional Series, published by ButterworthHeinemann: 01865-888180