Sell to business decision makers
Customer-side in IT and telecommunications, things have changed deeply in a single decade. Technology’s strategic importance is no longer under debate: its practitioners have invariably and unshakeably taken their seats on the company board. Decisions about architecture and systems are taken at the highest level, leaving commodity purchases only to those lower down the food chain. Industry-side, many suppliers have been slow to catch on. There is now irresistible pressure to dislodge salespeople from their comfort zones, and provide them with the skills to build and cement senior relationships.
It’s a hard lesson, and you always have to hit a moving target. As little as 12-months ago the name of the game was to demonstrate the business value of discrete products and services, but the argument has shifted beyond with lightning speed. As we move towards 2010, the new battleground is defined by words like collaboration, partnership, and sustainability. It’s no longer enough to bring benefits; it’s about how you help customers flex and adapt. No aspiring partner does that alone. Today, if you can’t prove collaborative skills, you don’t make it to the shortlist.
At CCI we appreciate these things. We understand the relationship between those who know and those who need to know. And we stay on top. Our home is right at the interface between technology and transformation: providing a Douglas Adams-style Babel Fish that will enable salespeople to communicate fluently and with confidence in an entirely new and different language.
