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http://ITSalesSecrets.com SUMMARY SLIDES: The IT sales cycle includes identifying needs and weaknesses, proposing and justifying specific IT solutions, and then implementing the best option. Copyright (C) SP Home Run Inc.
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IT Sales Cycle (Glossary Definition)
Courtesy of the
Managed Computer Consulting Glossary
http://glossary.sphomerun.com Source: iStockphoto
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The IT Sales Cycle
is Similar to Other
Enterprise Level
Sales
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In That it Focuses
on Identifying and
Solving the
Client’s IT-related
Problems
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Companies Have
Different Abilities
to Evaluate their
Own IT Needs,
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And Salespeople
are Expected to
Take an Active
Role
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In Identifying
Potential
Weaknesses and
Opportunities
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Make the
Economic Case
For Each of their
Proposals
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By Explaining
How Different
Options Impact a
Company’s
Bottom Line
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Once a Solution is
Chosen, the Vendor
is Responsible for
Providing, and
Usually Installing,
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All Necessary
Hardware and
Software
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Larger Companies
May Have their
IT Department
Handle this Task
In-house
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But Dealing with
Complex Hardware
May Be Beyond
Smaller Firms
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Provide
After-Sales
Service
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Continuing
Support,
Maintenance,
and Performance
Reviews
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Are Just Some of
the After-sales
Services Vendors
Offer Alongside
Normal Sales
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Have You Found
that the IT Sales
Cycle is very
Similar to,
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Or Significantly
Different from
Other Provisioning
and Procurement
Processes?
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Tell Us What
You Think in the
COMMENTS
Section Below
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SP Home Run is a registered trademark of SP Home Run Inc.
Source: iStockphoto
Recommended Reading:
Seven IT Sales Secrets
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