Sell Solutions – Sell Business Results to the Executive – Sales Superstar Secret #3 |

Solutions transform technology products and services into business performance. Customers buy solutions because solutions deliver strategic results – increased sales, improved productivity, competitive advantage, increased customer satisfaction, etc. Solutions create value, products don’t.

Selling a technology-enabled business solution is a complex sale. Since the solution impacts many aspects of the customer’s business, everyone wants to be part of the decision making process. This means that many of the people you have to convince, including the economic decision maker, are most likely not technologists. And they have a lot to learn before they can make a good decision.

Responsibility for the success of a core business strategy is rarely confined in one department. Furthermore, it is never the responsibility of the CIO. Most technology salespeople let the IT department reduce them to the role of vendor. Great technology salespeople are masters of selling outside of the IT department to the people who count. They become the CXO’s coach. They change the rules of the game.

Are too many sales stalled or result in no decision?
If you sell an executive a technology solution that will deliver business results, the deal will close. The executive sees your offer as a means to accomplishing his strategy. so he will make sure that it happens.

Are you sales people selling to the wrong people?
Technical and engineering managers are by nature risk adverse. They do what they are told. Executives responsible for strategy execution take action. Which one is more likely to invest in your cutting edge solution?

Are you mining your accounts for highly profitable repeat business?
When help your customers succeed by solving their problems and opening up new opportunities, they come to trust you. This time and next time. Selling results is the best way to ensure a highly profitable, repeat business mode.

Are you finding that you have to discount to win the deal?
If you aren’t calling high enough or have not sold business results to an executive then probably no one really cares about your proposal. If no one cares, then the only way you can win is by providing the lowest price.

Solutions selling is basically a process for managing the customer’s learning process, with special attention paid to how the buying decision is made. It is your job to teach the right people what they need to know so they can confidently make a decision to buy your solution. This means figuring out who counts in the decision; what they need to learn about the solution, and the best way to manage their learning process.

In every account and for every solution, this solutions selling process is implemented slightly differently. No two accounts are ever exactly the same. Using a process helps you organize account and solutions-specific information into your sales strategy, so you do a better job at positioning your solution within the context of what is important to customer.

Why sell solutions?

Increase sales productivity.
Solutions selling expertise improves your ability to plan your account development strategy. Learn how to figure out who you want to talk to and what questions to ask, so you sell more productively.

Build value by selling cross-functional results.
A technology-enabled business solution almost always has an enterprise wide impact, which means you have to sell your solution to many different functions. Learning how to personalize the benefits of your solution helps you build cross-functional consensus and establish a wide base of support.

Help the buying committee look good to the boss.
When you understand the customer’s buying process, you can get to the economic decision maker faster. By selling solutions that solve problems and support business growth you help the buying committee look good to the boss, so they are more likely to introduce you to him. This helps shorten the sale cycle and reduces the likelihood of a competitor stealing the business.

Solve business problems to increase sales momentum.
Ultimately, your ability to integrate your understanding of what the customer is trying to accomplish with how you sell the account increases your close rate. Learn how to use solutions selling to solve the executives’ business problems so you increase your control over the buying process and build momentum towards the close.

What Information Technology Management is About |

The world is very much dependent on information technology because this is where businesses can get all of their information to customers or other consumers. Information technology is the study, development, and implementation with support of information systems. Information technology management is another step forward which takes the technology as a corporate resource where a company can organize it into an important tool to get their information to all targets. It can be used to help with business to gain new customers or to keep people abreast of all new things happening in the company.

Businesses who employ it must be in close relations with IT management in order for their businesses can use it to its optimum effectiveness. Topics that need to be understood to make information technology work is strategic planning, financial management, and risk analysis.

With this area of expertise becoming so much more important in this world, people can study this area at length. There are bachelor, masters, and doctorate degrees. There are many colleges who offer these courses. There are even courses online that allow some people with current jobs to take an online course at home. It helps people to accomplish a goal without adjusting their lifestyle too much.

To more closely look at the role of an IT manager, they must know how to plan, design, select, and use the new technologies that are coming out to integrate into the business that is employing them. Therefore, it is the ability of a person to effectively use the systems available to make it work for a business.

There are many resources online to find out more about this topic. There are schools who can help people decide if this is the career path that they would like to take. Businesses can get information on IT consultants who can help improve their businesses with setting up their system, and implementing the most economical system with up-to-date software.

There are journals available on all of the latest topics. They have some of the best people in the field keep other managers informed of new technologies being tested.

There can be specialists in different businesses who need information technology. Technology is advancing in every field, and it may take more expertise to implement information technology in certain fields because each field has its own specified systems.

Information technology management is a necessary field as our society continues to grow. Information technology are a set of technological systems which groups or businesses employ in order to spread the information which they produce or in turn, collect. Businesses may not be information technology businesses and need the assistance of those who are experts in the field to implement it into their business. IT managers are these people, and they can help to study a business and build the network of a business with the most economical and up-to-date systems. To become an IT manager, one can go to college advisors to find out if this is the field for them. There are many programs across the country.