Archives For Information Technology

Selling installation services along with your product is not consultative.  Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need.  Most of these things are sold on price alone.  There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last.  If you are dealing with purchasing, IT, or other procurement functions primarily, consider yourself a transactional product sales person.  This role is destined to be replaced by Google.  Now is the time to rethink your strategy…don’t give up, instead get a plan to transform your sales in 2011!

© 2010, David Stelzl

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Photo by Hannah Stelzl

Companies choose whom they do business with. Executives choose their advisers while IT has theirs.

Who will the IT person choose to do business with?  Someone they enjoy eating lunch with, someone they can control, or perhaps someone who becomes a source of sound education.  Who in your organization can meet the last demand?

How about executives?  They have more at stake.  They require unique insight, people who understand the big picture, who can look beyond their current product set and offer ways to move the business forward.  They come up with creative alternatives, build on insights they’ve gained from competitive accounts or like industry leaders.  These are the people who offer greater value than just the product feature set and who will earn the long-term trust of those they sell to.

© 2010, David Stelzl

This week the PCI council has posted updates to implementing PCI compliance.  As a solution provider you should be aware of the 12 areas for PCI DSS compliance and the council’s recommended approach.  As you review this remember that Heartland was compliant, yet vulnerable.  PCI compliance does not mean a company is secure.  In fact you’ll notice that the end-node security requirements don’t necessarily stop computers from being part of P2P networks (note: we’re not saying it would be in compliance, but taking these steps won’t prevent it).  As a sales person selling high-tech solutions, you should know the 12 points if you call on anyone taking credit cards.  The first PDF link on the PCI council site explains the 12 steps, the excel sheet then elaborates on the recommended process.

https://www.pcisecuritystandards.org/education/prioritized.shtml