TAILIEUCHUNG - The IT Sales Process

It is concise. Inadequate sales training is common among managers in IT solution providers. These managers, whilst talented at their core competencies, can be intimidated when selling propositions to clients. Similarly, clients often fail to understand why an IT consultancy has refused to bid for work or disengaged from the sales process at a late stage. In these situations, consultancies can be reluctant to give | The IT Sales Process Copyright 2012 Gary Mohan This book can be downloaded for free in PDF format at http Introduction Who is this for This is aimed at managers and consultants inside IT consultancies. What does it cover This book covers the most basic aspects of the sales process in IT consulting and solutions provision. It deliberately avoids delving into detail and has been kept as concise as possible. It focuses on what to do rather than how to do it. Why bother reading this It is concise. Inadequate sales training is common among managers in IT solution providers. These managers whilst talented at their core competencies can be intimidated when selling propositions to clients. Similarly clients often fail to understand why an IT consultancy has refused to bid for work or disengaged from the sales process at a late stage. In these situations consultancies can be reluctant to give clients straight answers about why they suddenly ceased .

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