By Nancy Selig
Vice President, Interactive Platforms Services
The sales process can involve a lot of manual, time-consuming steps.
That’s where automation comes in.
Interactive tools can help to automate the sales process, guide the sales conversation, and bring to light only that information which is most relevant to a particular stakeholder. In the last year, IDC has talked to over 100 salespeople, and we have learned three things.
By Nancy Selig
Vice President, Interactive Platforms Services
A critical aspect of transforming business outcomes begins with elevating the customer experience. A traditional product-feature sales pitch involved talking at the buyer. In a business value mindset, the focus shifts to engage the customer in an interactive conversation. There’s a lot of information available today, and customers have ample opportunity to educate themselves. An interactive conversation is different, in that it requires creating a compelling story that focuses on solving the buyer’s problem. In this scenario, think of the buyer as the main character of the story.
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Randy Perry Nancy Selig
Vice President Vice President
Business Value Strategy Practice Interactive Platforms Services
In earlier blogs, we’ve established that IT is equipped to speak the business side about their goals. We’ve also explained why linking your products and services to business goals is so important. Now let’s turn to value and why you must quantify the value. As businesses articulate their desired business outcomes, it is increasingly important that there is a dollar figure associated with those outcomes. If not, why would an organization invest in certain products or services? It’s your job to quantify that value.
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