A huge part of IT sales is establishing a connection with clients.  How can relationships be beneficial to IT sales?  The size of your customer list is not the most important thing and neither is the revenue of each customer.  Establishing long-term relationships with customers is paramount, since most of your ideal clients will provide you a lifetime value well into the six-figure range.  

IT Sales:  The Management of Customer Expectations

If you are the primary salesperson at the start of your business, you don’t need to worry about the salesperson you’re sending changing multiple times throughout the year.  Salespeople often misrepresent an organization in order to get a signature.  This will come back later to haunt you and make the process of managing expectations nearly impossible.  

IT Sales:  Train Your Sales Staff Yourself

Don’t get so involved in generating leads and closing sales that you neglect to delegate responsibilities to new salespeople once you get comfortable and stable.  Once the IT sales process becomes routine and you have five or ten solid clients earning you between $5,000 to $15,000 per month in services, hiring someone else to join you on sales calls is a good idea.  Delegation might be time consuming initially, but it is essential to getting to new levels of IT sales.

Blogged By:  Computer Consulting Kit