Category Archives: Technology Sales Training

July 13th, 2017

4 Ways to Get Better at Selling Technology

Get better at selling technology

The technology industry sales field is one of unending change. Sellers must remain cognizant of these changes and how they affect their buyers’ needs in order to be equipped to properly position their offering. Focusing on these four selling behaviors will help sellers working in this challenging industry better serve their buyers and drive revenue for their businesses.

Provide Value in a Rapidly Changing Industry

Many sellers today struggle to understand the nuances of their market. Rapid developments in tech mean that this challenge is becoming a moving target. Sellers face emerging trends, shifting priorities, and even new terminology when approaching the customer. These factors create challenges in articulating the relevancy of a solution over the long-term.

To provide value, sellers need to form a collaborative relationship. This collaboration leads to insights, which offer clues on how to position a product. Sellers can start by understanding the trends impacting the customer’s business, and the most critical challenges. From here, sellers can generate new ideas by providing compelling and thought-provoking ideas to their customers. As a result, the customer will see value in the dialogue and understand how you will deliver solutions to them and their stakeholders.

Remember to stay involved. Keep in regular contact with customers during and after delivery, solve problems, and continue to identify needs and form new ideas as their business continues to transform.

Preserve Long-term Relationships

Preserving long-term relationships is becoming more challenging amid the » Continue Reading.

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August 18th, 2014

Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land

key dialogues

Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land 

Closing deals is important. However, closing alone is not sufficient for SaaS company success. Driving to profitable growth requires generating renewals, maintaining cash flow, and minimizing customer churn. This quest for lifetime customer value depends on two key activities and two key dialogues:

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August 12th, 2014

Building Healthy SaaS Revenue: 4 Keys for Landing New Logos

Landing New Logos

Building Healthy SaaS Revenue: 4 Keys for Landing New Logos 

Cloud computing, and the evolution of software as a service (SaaS), has transformed the technology industry. According to IBM, 85% of all new software is now being built for the cloud, and by 2016, one-quarter of all applications being used around the world will be available in the cloud.

At the same time, SaaS solutions have transformed how businesses select, buy, and use software. At least half the time, if not more, SaaS vendors will sell directly to functional or business-unit stakeholders rather than just to IT people. The sales emphasis is now on a SaaS solution’s value to the business — not on the underlying technology. The nature of the sales dialogue between SaaS vendors and customers looks and sounds very different than it did in the days of on-premises applications.

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May 28th, 2014

SaaS Solution CEO Interview: Advice on Rapid Growth and Enterprise Sales Success from SAVO CEO, Mark O’Connell


Advice on Rapid Growth and Enterprise Sales Success from SAVO CEO, Mark O’Connell

Mark O’Connell is the President and CEO of SAVO, a fast-growth enterprise SaaS company and a strategic alliance partner of Richardson. SAVO’s technology solutions improve productivity and performance of sales organizations and salespeople. Mark has led SAVO since the fall of 2010. He graciously shares his perspective on growing a company that ranked among Deloitte’s 2013 Fast 500™ list of fastest-growing companies in North America.

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