Quest Technology Management

Helping clients manage their technology for over 30 years.

Meet the technology solution selling sweet spot

The most successful technology solution sell is the one that nails this sweet spot: Graph showing the technology selling sweet spot Thus as you shift from transaction sales, you’ll need to make a serious commitment not only to mastering the art of technology solution sales but also to …
  • Developing significantly deeper relationships with your customers, and
  • Accessing the technical skills that will enable you to tailor a mix of vendor solutions to fit your customers’ unique requirements.

The 7 payoffs of solution-oriented technology selling

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Upending a business model that you’ve lived by for years is very tough. It can be hard to believe that just a short distance from where you’re standing there’s a more stable, more lucrative approach to selling technology. So I offer a list of reasons for shifting to a solutions model. This is only a part of the journey — but understanding these payoffs is a crucial and necessary first step. Continue reading

Solutions-oriented, relationship-based technology selling: Not beyond your reach

Professional man and woman working out terms of a sale
For many years, there’s been a good living to be made from hardware, software, and communications bandwidth sales transactions. Good enough, in fact, that getting called a ‘box pusher’ or a ‘circuit slinger’ kept you laughing all the way to the bank. Ah, but times they are a-changin’. Many businesses have cut CapEx budgets that traditionally funded so much hardware and software. Now more and more customers seek solutions rather than boxes and circuits. And commissions are getting squeezed, requiring more work just to sustain the same income level. Continue reading