Some simple questions for those companies selling into technical markets:
1/ Are you winning enough of their business?
2/ Do you need to win more?
3/ Do you have contacts in BOTH the technical and commercial departments?
4/ How can you win the hearts and minds of ALL DMs and influencers?
These are just some of the questions covered in the Salient Technical Sales courses.
The technical and commercial departments of most companies comprise people of very different backgrounds. They have different decision-making processes, different hierarchies, even different languages! In nine out of ten cases you have to be able to sell to people of both disciplines.
I have had the luxury of working in both departments. With a degree in applied physics and many years’ experience in technical sales I have the benefit of being able to speak both ‘geek’ and ‘spin’ and so I can translate between the two. This gives a much higher chance of winning the business.
Salient trains technical personnel to become commercially effective and sell their products and services. Salient also trains commercial personnel to sell to technical markets, companies and individuals.