Selling Technology to the C-Suite: Making the Complex Actionable

selling technology, selling the c-suite

Image courtesy of Victor Habbick @freedigitalphotos.net

We’ve all seen sit-coms showing nerds at Star Trek or Lord of the Rings Conventions, laughing at the esoteric, inside-baseball, goofy factoids that everyone in attendance knows about and the audience doesn’t.  That super-geek behavior is what makes it funny.  They’re talking their own special language of techie pop-culture, yet it is Greek to the rest of us.  If you’re company sells technology products and services, and that is a lot of firms these days, beware your sales approach to the buyer who isn’t as up to speed on the hi-tech bells and whistles as you have become.  You might seem just as alien as the Hobbits from the TV convention, except it won’t be funny when you end up losing the sale.

This happens more often than not when well-versed sales engineers get past the high-tech user audience and need to pitch to the C-suite.  Those real decision-makers speak a language of their own, and you need to learn it if you want them to start scratching out checks. Read More…

Comments { 0 }