Category: Technology Sales

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How To Sell Hardware, Software and All Things IT with Mike Slowik #181

Mike Slowik Sales Babble Hardware Software IT Sales

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Mike Slowik Sales Babble Hardware Software IT SalesHow To Sell Hardware Software and All Things IT with Mike Slowik #181

In this episode we meet Mike Slowik, 34 year veteran of selling hardware software and all things IT  But Mike tells us that he doesn’t actually sell IT. He sells change.  We talk about the enterprise sale and the complexity of working a prospect who brings a large team for the evaluation.

Mistakes sellers make: Not communicating, not talking in a style prospects respect. It’s a must if you want to learn how to sell hardware software and IT.

The Danger of the Unsolicited RFP

It’s difficult to win an RFP, especially one that is requested out of the blue. Most likely your competition wrote the majority of the evaluation. Get a meeting before applying for an unsolicited RFP to see if it’s worth the trouble. Moral of the story – GET THE MEETING.

FUD  (Fear Uncertainty and Doubt)

FUDing is a process sellers use to motivate prospects to look at competition skeptically.

  • Fear
  • Uncertainty
  • Doubt

Get the prospect to dig deep into the competition by creating fear, uncertainty and doubts in their mind. Have the prospect take the initiative and  see if the competition is all they promise. At the same time assume YOUR competition is doing the same to you. Have an answer to set the facts straign about your company.

Treat Everyone Like the Boss

It only takes on person on the buying team to deep six a deal. Beware of groupthink!  Listen deeply to everyone’s insight. Don’t judge the team, dynamics quickly. It may not be at ALL what you think it it.

How To Connect With Mike Slowik

Maybe you would like to learn more on how to sell hardware software and IT. Connect here…

We mentioned the Aurora University Sales Institute

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Consultative Technology Selling

This is just one of a number of past episodes that discusses the enterprise and sale and the need for using a consultative process. Listen today!

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How To Sell a Software App with Jason Criddle #149

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How To Sell a Software App with Jason Criddle #149

Jason Criddle is the founder of the Smart App Company. In this episode Jason walks us through the story of the roll out of the Smartrapp app. They started with zero sales and grew it to success. We talk about how to sell a software app and the power of  building an Idea from the prospective of an  investor. Also how you should build a  business from the perspective of customers, how to present a need to engage qualified prospects, the importance of building a beta product to get market feedback and then how to ask for the sale and scale those sales up.

Jason is the author of the bestselling book Outgrow – Become Valuable. Today’s conversation shows a concrete example how Jason did exactly that.

An Idea Does Not Make a Business

To go from ideation to creation takes work. Jason shares tips on this process on how to sell a software app, as well as how to start a startup. We  kicked off the conversation with the concept that the IDEA does not make a business. It starts with revenue:

  1.  Make a Sale: The way you know you have a business is when you make your first sale.  Make your first sale to an investor.
    • Build your idea  from an investors perspective.
    • Build your business from a clients perspective
  2. Present a Need – instead of telling ask if they have a need you can fulfill (See the film Wolf On Wall Street)
  3. Build a Beta Product – Listen to users  and analyze data. Knock on doors and build rapport.
  4. Ask for the Sale – Get users to buy, whether or not they agree to buy provides tremendous input to your product
  5. Build an anchor client ( a recognizable customer build trust and rapport).
  6. Follow Up!

How To Find Jason Criddle

To learn more about Jason and how to sell a software app you can find him here:

http://jasoncriddle.com/

http://thesmartrapp.com/

https://www.linkedin.com/in/jasoncriddle

https://www.facebook.com/thesmartrapp/

People can also get in touch with Mr. Criddle by downloading The Jason App from the App Store or Google play.

Startup Mindset

Here are some other episodes the discuss the entrepreneurial mindset. Listen now!

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Staying Motivated While Selling Technology with Kim Jakobsson #128

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Kim Jakobsen Sales ManagerStaying Motivated While Selling Technology with Kim Jakobsson

In this episode we talk about the unique issues that face technology sales. Kim Jakobsson is a seasoned sales manager at SalesScreen, a gamification system that motivates sellers for success.  If you’re selling something that’s new, unique or unproven,  this is the episode for you.

Issue Faced when Selling Technology

Technology is often nebulous. Kim shared how software is not solid and it’s not something you can easily hold. There are two major fears that hold back technology sales:

  1. Fear it will go out of date.    There are two kinds of technologies: Out of Date and Can’t Buy it
  2. Copyright infringement.  There are many rogue nations stealing/copying your design.  There are no borders in sales, you can sell virtually everywhere and instantly. It also makes it easy for others to take your Intellectual Property.

 

Business Development when Selling Technology

Kim has found the easiest way to promote a new product is to:

  • Work your networks to find interest
  • Building relationships to generate  referrals to others who may have an interest
  • Use those relationships to find early adopters, wherever they may be
  • Share a demo
  • Have the prospects visualize usage of the product

Technology Adoption Curve

We both spoke about Geoffrey Moore’s book  “Crossing the Chasm” and the struggle of bridging the gap between early adopters and the early majority.

  • Continual improve of the products (Staffing developers)
  • Working with customers for input to tweak and improve
  • Sellers need to take the lead working with early adopters to get the critical feedback
  • Early clients are free Beta testers.  This unpaid staff, in fact pay you!  Treat their input with respect and serve and over serve them with extraordinary service.

 

Take Action Advice

Motivation is the key to success according to Kim. Your work doesn’t have to be boring. Spend your time crushing your goals WHILE having fun. Recognize small achievements.

How To Connect with Kim Jakobsson

Where to find Kim and his company, SalesScreen:

How to Manage Sales Teams

Here are some other interviews that address the need to motivate sales teams. Enjoy.