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Title:IT Sales and Business Development | Just another WordPress.com weblog
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IT Sales and Business Development | Just another WordPress.com weblog
IT Sales and Business Development
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About
How to guide for successful Startup
Posted by: ItSalesGeek on: January 21, 2009
In: Uncategorized
Leave a Comment
What are the ideas to make a successful startup?
I attended the Virtual conference on startups and basically the results arrived by participants was: Best Idea and super execution.
The conference covered stories on digg, facebook, youtube and the likes. You can go to the starup world community to check for yourself
Tags: Black Hat Seo, Business Development, Sales Organization, startup
Keyword Fluffing
Posted by: ItSalesGeek on: November 20, 2008
In: Internet Marketing
Leave a Comment
I have been struggling against black hat SEO techniques used by technology vendors.
People are even debating if Should you SEO? and it is dihearteneing.
Ever noticed software download pages. All of them have some things in common. AT bootom of the page you will find these terms:-
1. lt;Software Name gt; Download
2. lt;Software Name gt; Crack
3. lt;Software Name gt;Key Gen
The trick is to add some common query terms in the page, This makes google rank these pages higher in search engines.
See what
How to circumvent this or should we adoptt this ourselvesWikipedia says
Tags: Black Hat Seo, Business Development, It Business Development, It Sales, Product Sales
Critical Success Factors for a great Sales Organization
Posted by: ItSalesGeek on: November 20, 2008
In: It Sales
Leave a Comment
Before I start this post, check this debate on referral Vs Cold calling. So all those cold calling excuses don #8217;t seem to be true.
From Sales Executive to Sales Manager, every body has to have a single goal. How to achieve sales target and both sides need to put pressure on each other. I have listed top questions that come to my mind
Sales Executive to Sales Manager
1. How can we improve the value proposition of what we are selling? (specialist vs generalized)
2. Why is marketing not gennerating any qualified leads for me?
3. My Sales quota is not real. Can i please understand the logic for it.
Sales Manager to Sales executive
1. When will you commit to cold calling
2. Why does your sales pipeline don #8217;t have many C level execs?
3. Why don #8217;t you sumbmit forecasts and pipeline report in time?
Would you want to add to this list
Tags: It Business Development, It Sales, Sales Organization
Hunting or farming during global recession
Posted by: ItSalesGeek on: November 19, 2008
In: It Sales
Leave a Comment
The biggest dilemma of all times for IT Sales.
a. Make more money from existing customers: How to do so if everybody is cutting IT Budget?
b. Acquire new customers: How to do so when IT is not even on boardroom agenda?
People have debated on what s more important for IT sales new customers or existing. I have summarized the debate below.
Well. this is a little tricky question, however in a business perspective, the cost of sale to an existing customer is much聽 lower than聽 to a聽 new聽 customer. Moreover , it is very important to satisfy and retain existing accounts as it helps create and sustain your brand value in the market place which in turn will result into new business/revenue. So, it is very important to stay focussed onto your existing relationships besides growing new business. In a nutshell one happy amp; satisfied customer helps create more business for you through word of mouth聽 as your brand recall rate is very high. At the same time one unhappy amp; dissatisfied client may propagate his unhealthy experiences with you in the market place which can result in deterring prospective customers away from you!!!
On the other hand, specific in IT sales business, we all know how much fight it is to acquire a new customers facing the tough field competition in the market. In my opinion, a sales guy should concentrate on the new customer acquisition rather than on the existing accounts. Why i say this, when we approach a new customer we tend to give the maximum support and advices to them, sometimes unpaid consulting too, but it matters a lot to the customer. There are much many factors like, consulting, pricing, support and guidance that we present it to the customer. In my experience, never my customers went to the competitior, the reason being the support that i;ve extended initially to him. So existing customers will give business over a phone call. End of the day the IT sales guy should have moew new prospect customers in his bag to met his numbers.
Do let me know what has been your experience
Tags: Business Development, It Business Development, It Sales, Product Sales, Sales Team
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