Select Software, Technology & IT Clients
Selling Technology Solutions in an Industry of Continual Innovation
Innovation is the primary goal for software, technology & telecommunications companies. However, the speed of these developments often outpaces the seller’s ability to properly present new solutions.
Specifically, the Cloud has dramatically impacted the way businesses buy software. As the cloud layers have matured from IaaS through PaaS to SaaS, it has transformed the playing field for providers along the way.
The most critical implications of maturation to cloud services sales teams are two-fold:
- The increased proliferation of services being provided at each layer within the cloud
- The commoditization of infrastructure services as buyers now expect to consume straight to SaaS
Sales organizations that make the adjustments necessary to successfully navigate through this changing landscape will have the ability to capitalize on a significant market opportunity. Learn more about cloud selling in the white paper: Selling the Cloud 10 Best Practices for Sales Execution.
At Richardson, we believe effective product positioning drives sales for technology, telecommunications, and software.
How Our Technology Sales Training Can Help
The underpinnings of any new technology are complex. Too often, sellers allow themselves and their customers to become mired in these details.
When a seller uses industry jargon and needlessly confusing data, they risk losing the customer.
Sellers of software and technology can avoid this trap by focusing on the most salient aspects of their product. This approach means presenting the differentiators while taking special care to connect those features to the customer’s specific problems.
Richardson’s sales training programs provide essential tools for selling software, technology and telecom solutions in today’s difficult market.
Participants learn how to shape perception through word choice and visual language. With these skills, sellers are equipped to appeal to both the rational and emotional mind to better connect with a customer.
With each technology sales training program, we start by defining the unique critical selling behaviors your team needs to succeed. Then, we teach your sales team how to go deeper in conversations with customers using a consultative approach. Your sales professionals sustain these skills with digital tools, and we measure direct results to see how business outcomes have changed.
IT Sales Training Courses Lead to Measurable Results
We’ve trained over 60% of the leading technology and IT firms in the hardware, software, internet, and services sectors to use positioning skills. Our partners have learned how to close more business by positioning their products with concise talking points.
The result: sellers demonstrate their ability to address the customer’s most pressing needs. Additionally, the customer is more likely to see and remember the benefits when information is organized this way.
Our technology sales training clients have put these practices to use with excellent results:
- One leading computer manufacturer recognized a $317 return on every $1 spent on training with Richardson.
- An infrastructure provider achieved 139% of its business outcome goal upon completing our training.
- A software developer tripled its pipeline while increasing new deal size by 40%.
The tech world moves fast — empower your sellers to move with it. To learn more about trends in technology sales download the brief: Selling in the Technology Industry.
