Correlation between IT and sales

[2015-01-30 Fri 12:10] speaker: Charmain Tan event: Hackers and Painters 2015 ** first company: ISGloves great validated product, could not penetrate the market fast enough ** IT is high tech

• logic
• framework
• processes ** Sales is high touch
• emotion driven
• sales tactics eg empathy close
• sales cycles ** scientific sales process *** hunting to meet the prospect
• where? online, offline
• why? who?
• when? what? approach script
• how? telemarketing, email *** winning to convert prospect to a customer
• fact find why would a person want the product? why would a person resist buying?
• sales presentation
• closing techniques *** farming to convert a new customer to a repeated customer to an advocate

up sell, cross sell, renewal, referral

setup loyalty program, get review/testimonials