it sales cycle (glossary definition) (slides)

SPHomeRun.com

IT Sales Cycle (Glossary Definition)

Courtesy of the

Managed Computer Consulting Glossary

http://glossary.sphomerun.com Source: iStockphoto

SPHomeRun.com

The IT Sales Cycle

is Similar to Other

Enterprise Level

Sales

Sponsored by ITSalesSecrets.com

SPHomeRun.com

In That it Focuses

on Identifying and

Solving the

Client’s IT-related

Problems

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Determine Needs

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Companies Have

Different Abilities

to Evaluate their

Own IT Needs,

Sponsored by ITSalesSecrets.com

SPHomeRun.com

And Salespeople

are Expected to

Take an Active

Role

Sponsored by ITSalesSecrets.com

SPHomeRun.com

In Identifying

Potential

Weaknesses and

Opportunities

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Propose Solutions

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Make the

Economic Case

For Each of their

Proposals

Sponsored by ITSalesSecrets.com

SPHomeRun.com

By Explaining

How Different

Options Impact a

Company’s

Bottom Line

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Implement

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Once a Solution is

Chosen, the Vendor

is Responsible for

Providing, and

Usually Installing,

Sponsored by ITSalesSecrets.com

SPHomeRun.com

All Necessary

Hardware and

Software

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Larger Companies

May Have their

IT Department

Handle this Task

In-house

Sponsored by ITSalesSecrets.com

SPHomeRun.com

But Dealing with

Complex Hardware

May Be Beyond

Smaller Firms

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Provide

After-Sales

Service

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Continuing

Support,

Maintenance,

and Performance

Reviews

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Are Just Some of

the After-sales

Services Vendors

Offer Alongside

Normal Sales

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Have You Found

that the IT Sales

Cycle is very

Similar to,

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Or Significantly

Different from

Other Provisioning

and Procurement

Processes?

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Tell Us What

You Think in the

COMMENTS

Section Below

Sponsored by ITSalesSecrets.com

SPHomeRun.com

Copyright © SP Home Run Inc. All worldwide rights reserved.

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

Source: iStockphoto

Recommended Reading:

Seven IT Sales Secrets

Download this

Free Special Report Now at

ITSalesSecrets.com