If I was evaluating a technology-based sales person with a lengthy resume, I would base it on more recent sales history – no farther back than the last 10-15 years. Back 20+ years ago computer and technology sales people could boast big impressive sales numbers because sales were “easy” compared to selling in today’s highly competitive marketplace. Why? The world was switching over from paper and fax machines to computers and networks. Plus, connecting to the early stages of the Internet. Every company was buying technology and computer related products.
Back then the sales approach was totally different – you could make an easy sale on computers and networks based on price or superior technology because it was changing so quickly. Companies were buying entire telecommunications and computers systems – they were all basically building from scratch.
Now successful new-age sales sells the “value” of a company’s technology – because there isn’t as much difference between the competition as there was in the early technology days. Yes, most companies now think they have something new and different, but typically not different enough for the customer to recognize or understand the difference without a lot of marketing and sales communication.
A new-age sales person articulates value propositions and creates the perception in the customer’s mind that the product and company is unique and offers a better value than the competition. That takes additional time, effort, and patience
Additionally, it is equally important for the new-age sales person to partner with marketing because a successful sales person is part of the sales process and not the whole process. They are patient and learn how to become an important part of the “social media engagement” process. The new-age sales person understands how social media marketing and a company’s website are now an integral part of the entire sales process, as they are not the lone-wolf sales person glad-handing and selling like the good ole’ days.