Tech sales needs rethinking

Portsmouth & Southsea railway station by Andy Cooper

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THERE is new and ever more capable technology at our disposal but, as a leading sales training organisation warns, the first to miss the opportunities to bring this to the masses are often tech salespeople.

Doug Tucker, managing director of Sales Commando, believes that those at the front line of technology sales have all but forgotten the proven sales techniques that are the true drivers behind long-term product success.

‘Technology is developing at an unprecedented rate – in terms of research and development it is booming – and this should be great news for the consumer, tech firms and the economy,’ he said.

‘My work within the sector highlights its salespeople typically simply list technical facts to potential clients.

‘The odd thing I notice from a sales point of view is that technology is getting more complicated rather than less.’