it sales process satire video pokes fun at fortune 1000 it procurement (slides)
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SPHomeRun.com
IT Sales Process
Satire Video Pokes
Fun at Fortune 1000
IT Procurement Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com Source: iStockphoto
SPHomeRun.com
How Much Control
Do You Have Over
the IT Sales
Process
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That you Face
with Prospective
Clients?
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Selling to
SMB Market vs.
Fortune 1000
Market
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Small Technology
Providers Should
Instead Focus on
the SMB Market
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Where there’s
a Much Simpler
and Faster
IT Sales Process
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Introducing
Jennifer in the
Supply Chain
Department
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The Mission of
Jennifer’s
Department is
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“To Optimize the
Value we Receive
for the Money that
we Redirect to our
Suppliers”
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You Have a Client
Commitment to
Bring a System
Online by the End
of the Month
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Otherwise You Will
be Faced with
Missed Service
Level Agreement
Penalties
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It’s a New
Supplier that We
Do Not Have any
Experience With
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The Capital
Approval You
Have Received is
Not Sufficient
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The Supplier Has
to Have His Order
by Tomorrow
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The Supplier has
Warned you that
the Software is in
Short Supply,
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And that There is
a Pending Price
Increase
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The Supplier Also
Knows that He is
the Supplier of
Choice
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Meet Phil,
the Opportunistic
Sales Rep from
the Software
Vendor
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In the Next Scene
Phil’s Company is
Far from Meeting
its Quota
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When Phil is
Asked to Qualify
the Opportunity,
He Grades the
Prospect a “Solid A”
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Because “It Turns
Out They Have a
Client Commitment
That They Put Off
Till the Last Minute
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Convinced the
Business Owner
That the Product
Was in Short
Supply
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If He Did Not Get
the Order to Us by
Tomorrow, He’d be
Facing a Missed
Delivery Date
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As Well as a Price
Increase
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Plan is to Charge
Him Full List-price
and Remind Him
of our Supply
Challenges
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Phil Does Not
Have the Deal
In Hand Yet
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Phil **Thinks** the
IT Sales Process
is Just About
Complete,
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But He Has Yet to
Meet Jennifer,
Who’s About to
Stick a Pretty Big
Pin in the Fictional
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Software Scarcity
and Invented Price
Increase
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Selling to SMB
Owners is Different
than Selling to
Prospective Client
Accounts
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With Procurement
Officers or
“Supply Chain
Departments”
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The Political
Environment and
its Resulting
IT Sales Process
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Are Much Simpler
in Smaller
Organizations
than Larger
Accounts
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What’s Your
Favorite Part
of the IT Sales
Process?
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And Does Your
Company Target
SMB Prospects or
Fortune 1000
Prospects?
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Please Share
Your Thoughts in
the COMMENTS
Section
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Copyright © SP Home Run Inc. All worldwide rights reserved.
SP Home Run is a registered trademark of SP Home Run Inc.
Source: iStockphoto
Recommended Reading:
Seven IT Sales Secrets
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