IT Sales Cycle (Glossary Definition) (Slides)

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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.

Business Technology

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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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Determine Needs

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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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Propose Solutions

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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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Implement

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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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Recommended Reading:
Seven IT Sales Secrets

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Free Special Report Now at
ITSalesSecrets.com

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SP Home Run is a registered trademark of SP Home Run Inc.

Source: iStockphoto

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Insurers' journeys to build a mastery in the IoT usage

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