How to Sell Tech to Tech Companies
1 like505 views
The document discusses challenges faced when selling technology to tech companies, highlighting their expertise, demands, and competitive nature. It emphasizes the importance of adding value, understanding client needs, and employing effective sales strategies. Additionally, it offers insights into building relationships, preparing for meetings, and maintaining consistent follow-up to successfully navigate the sales process.
How to Sell Tech to Tech Companies
- 1. How to Sell Tech to Tech Companies stories told by laura c. meyer
- 4. but wait…
- 5. I don’t want to: -Sell my tech company or startup (Surprise, I don’t have one!) -Share information so clients can build it themselves -Waste clients’ time -Embarrass myself
- 6. And this is just the tip of the iceberg as to why selling tech to tech companies is hard
- 7. Let’s not forget, tech companies will… - Hire the best of the best - They have the reputation, brand and money to do so - Remind you they’re the best, smartest and hardest workers and proud of it - Pick a part your technology (as they should!) - Ask for more features from your product - Demand on-time delivery, integration, continuous up-time, etc. - Ask for free things - POCs, POTs, Testing, Consulting and more. - Invest heavily into R&D. You don’t know what they’re building and if it competes with your products.
- 9. But there is a way
- 10. Start with you + your co. why are you there? 1
- 11. 1 Add value/share a point of view 2 Solve problems 3 Challenge the status quo 4 Share New Acquisitions/Product Updates 5 Connect across business units Why are YOU there?
- 12. 1 Add value/share a point of view.
- 13. 2 Solve problems
- 14. 3 Challenge the status quo
- 15. 4 Share New Acquisitions/Product Updates
- 16. 5 Connect across business units
- 17. Next focus on your client. Where is there a need? 2
- 18. 1 Start with non-core competencies 2 Look for the unsexy 3 Read. Keep Reading. Then go & read some more. 4 Look at client’s job openings5 Ask and listen Where is there a NEED?
- 19. 1 Read. Keep Reading. Then go & read some more.
- 20. Ask and listen2
- 21. Start with non-core competencies3
- 22. Look for the unsexy4
- 23. 5 Look at client’s job openings
- 24. Now you can focus on the how. How do I sell? 3
- 25. 1 Get the meeting. Use unconventional methods to meet people.2 It’s all about the UI/UX 3 Focus on your leading products + competitive advantage solutions. Know these inside and out. 4 Integration is everything: Systems + Platforms 5 How do I sell? Dress/Act the part 6 7 Strong client references that are comparable to client Prepare and know their language/acronyms
- 26. 8 Even the lines of business are highly technical9 Be prepared to fill the awkward space when client doesn’t want to share. 10 Bring the right people to the room 11 Read the room and react quickly12 Know their buying habits and schedule How do I sell? 13 14 Be consistent and follow up religiously Challenge the status quo
- 27. 1 Dress/Act the part
- 28. Get the meeting. Use unconventional methods to meet people. 2
- 29. Focus on your leading products + competitive advantage solutions. Know these inside and out. 3
- 30. Prepare and know their language/acronyms4
- 31. 5 It’s all about the UI/UX
- 32. 6 Integration is everything: Systems + Platforms
- 33. Strong client references that are comparable to client 7
- 34. Challenge the status quo8
- 35. Even the lines of business are highly technical9
- 36. Bring the right people to the room10
- 37. Be prepared to fill the awkward space when client doesn’t want to share 11
- 38. Read the room and react quickly12
- 39. Be consistent and follow up religiously13
- 40. Know their buying habits and schedule14
- 41. 1. Advocate for the client and make sure the client knows this. 2. The best way to convince is with your ears. 3. Sell to the client without making them feel sold to. 4. Never pressure the client, create events that the client realizes action is a must. 5. Pre-crafted questions are almost as important as what you present. 6. Go in with a plan. The whole team needs to be orchestrated and agree on the goal. To summarize…
- 42. Resources - Not invented here: Apple's secret applications - Top 5 Ways to Sell Technology in 2013 - How to Hunt Big Game - Selling to CIOs - Team Advice: Dan Rolla, Dan Wedge, Krista Hixon