Comments on: Technology Sales & Marketing-Is a direct or indirect approach best? http://www.pjmconsult.com/index.php/2006/01/technology-sales-marketing-is-direct.html General Management and Marketing Advice for Software and Tech Companies Sat, 11 Feb 2012 23:42:20 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: Doug Kessler http://www.pjmconsult.com/index.php/2006/01/technology-sales-marketing-is-direct.html/comment-page-1#comment-43 Doug Kessler Fri, 16 Oct 2009 02:09:02 +0000 http://www.pjmconsult.com/wordpress/?p=81#comment-43 Great review of the issues.<br /><br />We've found that many tech companies that go exclusively indirect often lose touch with the market and it shows in lots of ways.<br /><br />Mixing some direct sales into the equation isn't always possible but the dividends in market understanding are valuable. Great review of the issues.

We've found that many tech companies that go exclusively indirect often lose touch with the market and it shows in lots of ways.

Mixing some direct sales into the equation isn't always possible but the dividends in market understanding are valuable.

]]> By: arnoldkline2574 http://www.pjmconsult.com/index.php/2006/01/technology-sales-marketing-is-direct.html/comment-page-1#comment-44 arnoldkline2574 Thu, 19 Jan 2006 13:09:00 +0000 http://www.pjmconsult.com/wordpress/?p=81#comment-44 I read over your blog, and i found it inquisitive, you may find <a href="http://juicyfruiter.blogspot.com" rel="nofollow"> My Blog </a> interesting. My blog is just about my day to day life, as a park ranger. So please <a href="http://juicyfruiter.blogspot.com" rel="nofollow">Click Here To Read My Blog</a><br /><br /><a href="http://juicyfruiter.blogspot.com" rel="nofollow">http://www.juicyfruiter.blogspot.com</a> I read over your blog, and i found it inquisitive, you may find My Blog interesting. My blog is just about my day to day life, as a park ranger. So please Click Here To Read My Blog

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]]> By: Tim Whelan http://www.pjmconsult.com/index.php/2006/01/technology-sales-marketing-is-direct.html/comment-page-1#comment-46 Tim Whelan Thu, 12 Jan 2006 06:54:00 +0000 http://www.pjmconsult.com/wordpress/?p=81#comment-46 To hell with the product, start with the customer first. If there is no customer (not user) who will you sell it to? Who will use it? How will they use it? What about customer perception and need (this is primary). How will you develop the customer experience beyond the initial sales cycle or during the sales cycle? If they don't need it they won’t buy it. If you manage to sell it to them anyway I guarantee they won’t be back for seconds. Customers first, know your niche (customer and their needs) and then you sell the product.<br /><br />It is so typical for IT companies and their assorted sales and marketing people to push product first without first thought to their potential client. This is also the reason why so many companies have miserable product life spans, and are redeveloping on the customer’s dollar for their short sightedness often known as integration fees. I won’t even get into the development end here. The point is consider your client first, respect their opinion, and listen to their needs as they apply to their business processes not as they apply to your IT product. Then apply your skills. You’ll have greater success and a higher percentage of conversions.<br /><br />http://cdccustomerservice.blogspot.com<br /><br />http://customerdevelopmentcenter.com To hell with the product, start with the customer first. If there is no customer (not user) who will you sell it to? Who will use it? How will they use it? What about customer perception and need (this is primary). How will you develop the customer experience beyond the initial sales cycle or during the sales cycle? If they don’t need it they won’t buy it. If you manage to sell it to them anyway I guarantee they won’t be back for seconds. Customers first, know your niche (customer and their needs) and then you sell the product.

It is so typical for IT companies and their assorted sales and marketing people to push product first without first thought to their potential client. This is also the reason why so many companies have miserable product life spans, and are redeveloping on the customer’s dollar for their short sightedness often known as integration fees. I won’t even get into the development end here. The point is consider your client first, respect their opinion, and listen to their needs as they apply to their business processes not as they apply to your IT product. Then apply your skills. You’ll have greater success and a higher percentage of conversions.

http://cdccustomerservice.blogspot.com

http://customerdevelopmentcenter.com

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