IT Sales Process Satire Video Pokes Fun at Fortune 1000 IT Procurement (Slides)

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IT Sales Process

Satire Video Pokes

Fun at Fortune 1000

IT Procurement Courtesy of the

Small Business Computer Consulting Blog

http://blog.sphomerun.com Source: iStockphoto

http://blog.sphomerun.com/

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How Much Control

Do You Have Over

the IT Sales

Process

Sponsored by ITSalesSecrets.com

http://itsalessecrets.com/

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That you Face

with Prospective

Clients?



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Selling to

SMB Market vs.

Fortune 1000

Market



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Small Technology

Providers Should

Instead Focus on

the SMB Market



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Where there’s

a Much Simpler

and Faster

IT Sales Process



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Introducing

Jennifer in the

Supply Chain

Department



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The Mission of

Jennifer’s

Department is



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“To Optimize the

Value we Receive

for the Money that

we Redirect to our

Suppliers”



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The Scenario:



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You Have a Client

Commitment to

Bring a System

Online by the End

of the Month



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Otherwise You Will

be Faced with

Missed Service

Level Agreement

Penalties



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It’s a New

Supplier that We

Do Not Have any

Experience With



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The Capital

Approval You

Have Received is

Not Sufficient



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The Supplier Has

to Have His Order

by Tomorrow



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The Supplier has

Warned you that

the Software is in

Short Supply,



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And that There is

a Pending Price

Increase



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The Supplier Also

Knows that He is

the Supplier of

Choice



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Meet Phil,

the Opportunistic

Sales Rep from

the Software

Vendor



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In the Next Scene

Phil’s Company is

Far from Meeting

its Quota



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When Phil is

Asked to Qualify

the Opportunity,

He Grades the

Prospect a “Solid A”



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Because “It Turns

Out They Have a

Client Commitment

That They Put Off

Till the Last Minute



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Convinced the

Business Owner

That the Product

Was in Short

Supply



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If He Did Not Get

the Order to Us by

Tomorrow, He’d be

Facing a Missed

Delivery Date



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As Well as a Price

Increase



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Plan is to Charge

Him Full List-price

and Remind Him

of our Supply

Challenges



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Phil Does Not

Have the Deal

In Hand Yet



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Phil **Thinks** the

IT Sales Process

is Just About

Complete,



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But He Has Yet to

Meet Jennifer,

Who’s About to

Stick a Pretty Big

Pin in the Fictional



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Software Scarcity

and Invented Price

Increase



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The Bottom Line



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Selling to SMB

Owners is Different

than Selling to

Prospective Client

Accounts



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With Procurement

Officers or

“Supply Chain

Departments”



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The Political

Environment and

its Resulting

IT Sales Process



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Are Much Simpler

in Smaller

Organizations

than Larger

Accounts



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What’s Your

Favorite Part

of the IT Sales

Process?



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And Does Your

Company Target

SMB Prospects or

Fortune 1000

Prospects?



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Please Share

Your Thoughts in

the COMMENTS

Section



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Source: iStockphoto

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