Selling Transformation is Different than Selling Technology

Many of today's technologies do more than simply replace previous generations of technologies or perform routine tasks, they transform business.

Technologies, such as, Unified Communications, Collaboration and Cloud Computing are transformational because they change important processes and the interactions of customers, employees and partners.

Transformational salespeople don't sell products or technology, they sell change. Selling change requires we be skilled at articulating and quantifying the business impact of our proposed change and be able to overcome the perceived risks of change. Simply saying that our proposed transformation will allow a customer to accomplish a given task "faster", "better" or "cheaper" is no longer adequate when proposing transformation.

While most sales professionals consider themselves strategic and skilled at closing the complex sale. When selling transformational solutions, they most often fail;

• to align their proposed solution with their prospective customer's existing situation and goals.
• to recognize the "non-technical" risk of transformation
• to generate adequate demand for their solution by quantifying and articulating adequate business value.

We help sales organizations succeed in today's highly competitive markets by enabling them to;

• Understand what business transformation is, what the components of business transformation are, and what are the key drivers behind transformation.
• Align with the customer's existing situation relative to their people, processes and technologies and better align their proposed solutions with the customer's goals, objectives and vision.
• Identify and mitigate the "non-technical" risk of transformation.
• Generate adequate demand for their solutions by quantifying and articulating adequate business value.