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Sales Excellence re-defined: How selling tech products has changed

By Raoul Monks

The way that buyers buy technology has fundamentally changed and what works in tech sales will never be the same again. Sales excellence has been re-defined.

Today’s clients have seen their workloads increase while their budgets have shrunk. Their decisions are being scrutinized by senior colleagues who consistently demand measurable ROI. It’s harder than ever for your client to say ‘yes’ to your solution and its harder than ever for them to gain sign-off internally. It takes a very brave buyer to go to the board and ask them to invest in new technology right now. All of this has made them averse to both change and risk. All of this at a time when competition is fierce....