Custom Application Development

May 7 2008   12:03PM GMT

Technology Sales Styles

SJC SJC Profile: SJC

A recent article that I saw in a Computerworld email caught my eye and my interest.  The article “The six most infuriating tech sales styles” had me salivating at the very thought of the possible content contained in the article even before I opened it up!  The way I figure it, most of us that have been in IT management and around the “tech sales” arena can identify many of the types referred to in the article, I certainly can.  Heck, some of us might even BE one!

The article states “…That IT salespeople just don’t listen is a familiar refrain from technology buyers…”, and that “…too few of them act as honest advisors and problem-solvers…”.  Isn’t THAT the truth!  Just thinking about the recent experience that I’ve had trying to find proper RAM for an older server has brought at least 3 of the “infuriating” sales types into focus for me. 

Mind you, I DO understand that technology sales is not for the faint of heart!  Anyone who has tried to deal in any depth with things such as revisions which work or not depending upon revisions of integrating components, which may or may not have been updated during the useful life of the product knows that it is not easy.  These efforts take time, and time is money, and on and on.  But in my opinion there is no excuse for not listening closely to a client/customer’s needs — do this (I believe), and you will establish long-term profitable relationships.  Any relationship takes time, be it personal or professional.

So anyway, this is a blog about “Custom Application Development” — one might ask what all this talk about sales sytles has to do with the blog topic — EVERYTHING and NOTHING I suppose.  Everything in the sense that application development projects have to be sold – whether to an internal “customer” such as a department, or to companies independent from the developer.  I figure it can’t help but be helpful to be reminded that sales styles can be “infuriating” — and since I don’t propose infuriating prospects, it serves me to be reminded of infuriating ways.  (I’m also entertained by a well-written article on a topic of interest).

For those who are fortunate enough to have the narrow focus of developing only, and do not have any responsibility in the sales cycle or customer relationships — all this talk has nothing to do with you.  However, as I think about it, I’m not really sure that anyone fits that category!

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