In today’s business world there is a growing reliance on technology as an alternative to face-to-face or any other sort of live conversation. Texting, email, social media and video conferencing are examples of how people often communicate without ever having a live face-to-face or live telephone conversation. While technology can allow people to process huge amounts of information quickly, there is a great risk of having a communication misunderstood or even lost in the shuffle.
In the world of Enterprise Technology Sales it is important to use technology tools that make one more efficient but not at the expense of building strong personal relationships that can only happen when people meet together and talk in a live setting. Typically, Enterprise Technology Sales have a six or seven figure value. Many people employed by the prospective client get involved in the decision-making process for this size expenditure. A client committee is often formed consisting of a senior management economic buyer(s), a Project Vice President, multiple managers whose departments will utilize the software, IT representatives including a Chief Security Officer, subject matter experts, Finance and Procurement including Legal, business negotiators and contract specialists.
The winning vendor in these types of scenarios is usually the one that develops strong personal face-to-face contact with each member of the client’s search committee. The winning vendor resists the temptation to rely too heavily on texting, email, social media and other electronic forms of communication. People still buy from people they like based on personal relationships developed through spending time with key members of the client team both at work and in a social setting such as dinners, drinks, sporting events and activities and parties.
In addition, the vendor that can write well, present well, and speak comfortably and meaningfully to all levels at the client has a big leg up. If these skills are in place with vendor personnel, the vendor has the opportunity to understand and address each need at the client, understand the political landscape, understand competition in the eyes of the client, develop a close plan that accurately forecasts revenue dates and values, and bring proper resources to the table to address the concerns of the prospective client.