Quest Technology Management

Helping clients manage their technology for over 30 years.

Accelerating the technology solution conversation

Blank word balloonsSelling technology solutions means your outcomes will be more complex and will require greater technical reach and expertise. Your focus shifts from dangling the lowest commodity prices before an ever-churning customer base to providing technology that’s so effective at improving business processes and solving business problems that your customers turn to you again and again. This brings you into deeper, longer-term relationships with your customers. And the customers you engage will typically be key decision-makers, such as CFOs and CEOs. Continue reading

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.

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