Most IT service providers spend their time focusing on pure sales process, and this alone won’t improve results. I think you first have to understand what your prospects are saying and why. Then you have to change the way you think and approach the opportunity
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Indianapolis, IN (PRWEB) July 6, 2006
Some forecasts have technology spending exceeding $500 billion (Gartner Group) in 2006, and it’s not just the big boys that are spending money. Small and midsize businesses will also increase their Information Technology budgets due to needs in disaster recovery, security, CPE, IP services, and other technologies (Gartner Group). Dan Lappin, an IT sales consultant, will be hosting a Free teleseminar on July 18, 2006 at 11:30 a.m. EST to share what IT decision makers are saying, and the changes you will need to make to solve your prospects problems.
How do you tap into this vast IT spending and market? It’s evident that sales tactics and strategies that worked two and three years ago won’t work today. “Successful sales professionals will need to adapt and create new thinking and behaviors. Prospects are tired of the same let me find your pain approach,” says Lappin, a sales consultant with Caskey Achievement Strategies in Indianapolis, Indiana.
“If you’ve been in information technology long enough you become somewhat accustomed to all the changes,” jokes Lappin. “In the past few years we have seen vast changes in technology. Service providers continue to try and play in each other’s kitchen – by offering services beyond their core competencies. Decision makers have moved past building credibility and are now trying to provide business impact through innovation. So the question begs, what are sales organizations doing to keep up?”
After dozens of interviews with IT decision makers over the past few years he has heard a very common theme. “90% of IT decision makers find it very easy to control the sales process and drive the conversation to price.”
“Most IT service providers spend their time focusing on pure sales process, and this alone won’t improve results. I think you first have to understand what your prospects are saying and why. Then you have to change the way you think and approach the opportunity,” continues Lappin.
Lappin will teach three concepts that will change how one thinks about sales, and consequently how one can regain control of the sales process. He will also share his findings regarding the changes in decision making attitudes – what are they thinking and saying.
To register for Lappin’s teleseminar click on:
“There is some truth in understanding that there is an old way of thinking, and a new way of thinking about sales.” says Lappin.
About Dan Lappin:
Dan Lappin of Caskey Achievement Strategies has spent the past 15 years competing in the information technology industry. He has received National recognition for top performance from a Fortune 1000 and 100 companies as an account executive, manager, and director. As is the nature of sales he has also experienced his share of pitfalls and mistakes.
dlappin @ caskeytraining.com
Direct 317 575-0057 Ext. 19
Mobile 317 696-9110