The sales cycle

In our blog last week, we discussed the first of three key takeaways the team came back with from the Worldwide Partner Conference, in Orlando, Florida. These are: intelligence, the sales process, and Azure.

In the same way technology moves, develops and adapts to the modern climate, users do too and we are all witnessing how technology is becoming more personal and intuitive to its user(s), and the ease in which it is being adopted and integrated into everyday life. Therefore, a business’s sales strategy naturally needs to change with it.

With so much information available that customers are already actively consuming, and competition eagerly bidding for their attention, a smooth pitch by your leading salesman no longer makes the cut. To stand out, the customer wants a totally tailored experience, they want to be shown, “how will the technology work for me in my life? Prove to me you understand and can solve my business problems.

At WPC, the focus was on how customers need to be taken on the right journey to the technology that meets their needs and solves their problems. Yes, many companies reach a point where they struggle with data storage and risk creating too many silos between teams, but it’s important not to generalise and put all prospective customers in the same boat.

The sales cycle needs to be flexible and adapt to the customer, aware that they may be engaging with you far later in the journey than was once the norm. Prove to the customer that you understand their specific needs, and using case studies that demonstrate your abilities and experience in problem solving is a great way to achieve this.

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