Dynamic, accomplished, and results-oriented business technology leader with 20+ years of technology management experience spanning the entire product/software development lifecycle. Recognized for leading the execution of technology solutions to advance the company’s competitive position, increase growth and usability, improve user experience, remove complexity, and exceed client expectations. Report 10 mistakes in selling your services in US and beyond

1. TEN FIFTEEN mistakes in selling
your services in US and beyond.

2. Zhenya Rozinskiy
Technology Leader
24+ years in IT
Nearly 20 years in Outsourcing

3. I am your
CUSTOMER

4. 1. You don’t sell a solution

5. 2. You don’t research your audience

6. 3. You don’t target right customers

7. 4. You think you know everything

8. HealthCare
Payer
Se
lf
Pa
y
In
su
ra
nc
e
Sel
f
Ins
ure
d
Ma
nag
ed
Self
Ins
ure
d
3r
d
Pa
rt
y
H
M
O
Provider
H
os
pi
ta
l
H
M
O
D
oc
to
r
Me
dic
al
Gr
ou
p
Eq
ui
p
m
en
t
Fa
cil
ity
In-
ho
me
Su
pp
ort
La
b
Th
er
ap
y
Ph
ar
m
ac
y
H
os
pi
ce
In
su
re
d

9. 5.You badmouth your competition

10. Tata 335,000
Cognizant 220,000
Infosys 190,000
Wipro 160,000
HCL 105,000
TOTAL 1 million plus

11. 6. You are arrogant

12. 7. You talk to much

13. 8. You focus your sales pitch on you,
not your customer

14. W
I
I
F
M
hat’s
n
t
or
e?

15. 9. You are not friendly

16. 10. You are selling instead of helping

17. 11. You come across as a foreigner.
English ≠ English

18. 12. Your have poor communication skills

19. 13. You don’t follow up

20. 14. You don’t ask for help

21. 15. You don’t unite

22. Zhenya Rozinskiy
http://www.rozinskiy
zhenya@rozinskiy.com