High-tech sales is different from most selling:
– The “whiz-bang” technologies tend to result in a product-centered selling style
– Prospects get excited about the technology even if they don’t see a real reason to buy
– The sales cycles tend to be complicated and long, so if you lose, you can waste a lot of time
– The sales process has to change as the company grows
What I will be talking about going forward is specific sales and selling issues that impact the success and growth of these small companies. I hope the blog will generate a lot of discussion and new insights into how the success / failure ratio of these companies can improve with better understanding of the sales processes differences.