Opportunities to Achieve Revenue Growth in the Technology Industry November 18, 2008 Industry Summary of the 2008 Miller Heiman Sales Best Practices Study
Selling organizations in the technology industry are better than most at identifying and connecting with key individuals who make buying decisions. According to the 2008 Miller Heiman Sales Best Practices Study, those selling in the technology industry are 17 percent more likely than respondents from other industries to say they develop influential internal supporters in their client organizations and are 10 percent more likely to know what clients think of their proposed solution. This behavior is resulting in greater visibility to what's happening within client organizations so opportunities are not lost unexpectedly.
The study also revealed areas of opportunity. Sales professionals in the technology industry could benefit from adding more methodology to their efforts and better aligning their products and services with what their customers want and need. When comparing technology sales organizations to Winning Sales Organizations (WSOs), it's clear how the technology industry can improve results in the coming quarters: by taking training beyond a new product’s features and benefits, by systematically aligning sales and marketing efforts, and by using technology to supplement subjective measures to assess candidates for sales jobs. We put together a panel of industry experts and compiled their insights on these findings.
Thirty years ago, Strategic Selling® launched a company. Thirty years later, Strategic Selling® is just one part of what Miller Heiman offers sales organizations. Over the years, we have earned our clients’ trust with our in-depth knowledge of the sales process and our demonstrated ability to deliver results. At Miller Heiman, we help companies overcome the challenges that affect productivity and top-line growth. We go beyond treating symptoms by introducing The Miller Heiman Sales SystemSM as a long-term commitment to understanding challenges and building solutions. With all of the appropriate tools and experience, we are able to quickly and effectively lead our clients to success.
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