Kiwi tech businesses need to move away from the ‘lone wolf’ sales techniques and learn to hunt as a pack.
A ‘lone wolf’ sales person is a talented, driven person who often achieves amazing results. The problem is that their cost of sales is high relative to the value of the product they are selling. Not only that, but the company becomes very vulnerable to the quality of their sales staff. If they can’t recruit and retain star performers, it has a massive effect on the company’s revenue.
Everyone’s online these days. And it’s where your potential customers are doing their research when they’re deciding how they’re going to invest in tech solutions. It’s essential that your digital approach is one that will engage potential customers, because if you’re not providing them with useful information online, you’re simply not part of a crucial conversation.
Understanding the buyer’s journey is essential to developing the kind of content that will attract and engage them. As mentioned above, you also need to be crystal clear about who your audience is and what primary need your product is addressing. Then you need the right tools to disseminate that content, as well as keeping track of potential leads.
There are 5 signs that you’re ready to ‘attack’ in this way, and if you can tick those boxes you’re on the path to updating your sales techniques from the lone wolf to the pack approach. With a marketing strategy that can support your sales team, and their sales techniques, they can hunt efficiently as a ruthless pack.
A former senior manager in various sales and marketing roles at Jade Software Corporation, Greg has worked as a consultant for government and corporate public relations firms. Most of his career has been focussed on helping tech companies market and sell their innovations.
He analyses the sales and marketing benchmarks for Concentrate's annual Market Measures report, with insights from numerous New Zealand technology companies, and comparison data from their USA counterparts.
Currently, Greg's focus lies with implementing sales CRM systems to align sales and marketing activity for Concentrate and it's clients.
Director, Founder and Sales Efficiency expert at Concentrate
Selling electronic products into over 40 countries through a complex channel is a huge challenge. Concentrate understand this and bring us real insights into sharpening our strategy and using online technology to connect with our whole supply chain.
Concentrate has helped us get momentum, driving online lead generation and using their deep experience in the tech sector to provide quality advice.
We needed alignment between sales and marketing. Also, we were collecting leads from multiple sources, but we didn’t have a repository for them all.