IT Employment

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Sales development

By Voodoo2107 ·
too am studying my BA in MIS, in my third year. Im studying at night and working for a technology company during the day.

My issue is slightly different however, in that Im not looking to move into a very technical role, but would like to move into more of a sales type environment. I would however also like to, as a sideline, offer Networking services and am planning on doing some MCSE's and eventually the CCNA (although that's difficult as Im not a network engineer!).

What I want to know is what else I should do between now and the end of my degree to better enable myself to for a sales position with an IT firm, perhaps in Application sales?



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by nigel.copley In reply to Sales development

My background is Hardware/Software and Service sales to medium and large corporates. One of the key points is experience in that you would need to gain some.

Potential Employers will look at your Qualifications and Experience with Experience being the most important. For a sales position they will look for results results results as you will be the guy that meets targets and grows the business.

I would suggest that you look for this type of employment now maybe with your current employeror if that is unavailable someone else. Also look at (quality) training as this can provide you with a good foundation.

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A difference side of the story

by rooster In reply to Experience

I have been in sale/marketing with companies and now my own consultant co. While working on a consultant project for a state gov. I came in need of a IT company to review the one state's need - just getting the IT company to understand what we needed (because of my little knowledge) and (the IT co. little knowledge for the sale point) has been a major problem. Most IT co. don't want to talk to a sales person most of the time just another IT person. If you check around most IT co. jump on a bid,etc. after seening another prime win just to get on their team. They don't like sales people find a problem the find answers. After review the project with a prime ( and the still don't know just how to handle things) they are ready to up front 6,Mill. while look at ROI (3years) 500,000 Mill. and now after their research and seeing just how much profit there is WANT MORE - So, if you start small now on selling (your co.- consultant)a small IT project and lean both sides there even more demand for you as your company grows.

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Sales development

by Bald Dog In reply to Sales development


I believe when it comes to selling skills - selling anything really - it is about people skills and communication skills. You know, the complex emotional stuff. The ability to demonstrate to the client that you are not there merely to install a new server (a widely available commodity), but you are there to help the client to co-create a bigger and brighter future and a better life for her/him. That way you become a unique person who is there to help, not merely exchange boxes for money. Read True Professionalism from David Maister. The mistake in IT is (I have consulted lots of IT firms worldwide) the attitude, which is "We sell boxes for money". At the same time most IT firms are stuffed with passion-free geeks who merely tolerate some 80% of their clients, but their motto is: "We do anything for anyone as long as we get paid". In my opinion that is not professionalism but prostitution. In my experience when we are passionate about what we do with clients we truly care about "beyond the boxes", we create breakthrough relationships, in which your fees meet no objection at all.

Hope it helps.

Go MAD (Make A Difference)

Tom "Bald Dog" Varjan, Organisational Provocateur, Dynamic Innovations Squad

Advising Professional Service Businesses on managerial and strategic practices to improve individual and organisational performance. Tel: 604-535-6508 ext. 313, Fax: 604-535-6509. FREE Booklet: Why most service professionals consistently undercharge for their services, and what to do about it.

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