SaasSlingin profile picture
SaasSlingin profile picture

SaasSlingin

Sr AE

Politicker
Valued Contributor
Opinionated
+5

What’s it like selling a very technical solution?

this one goes for those who sell to IT, engineering, developers, builders and yea those guys. 
-what's it like from a demo/presentation aspect?
-what's it like working with those personas?

cheers and thank you
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4 comments

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Sunbunny31
Politicker
6
Sr Sales Executive 🐰
I always find out what they want to learn. Is it an overview of my solution? Are they wanting to have a technical deep dive? Based on what they want to see, I'll make sure I bring the right people on a call with me. I sell a fairly complex solution; if it's an architecture call, I'll have someone from my org who can speak to our architecture and answer the questions the customer will have.

If I'm being asked to provide our standard presentation/overview to IT, I'm modifying my language slightly so it's addressing the attributes we support that are of value to IT. I'm not talking about benefits to marketing operations - unless it's to point out that our solution will enable marketing to do their jobs without relying on IT for support. Sometimes it's just reframing your value prop.

One bit of advice: Don't be afraid of IT. You don't need to understand all of what they do. They are experts in their field. However, you can and should meet with them with confidence, knowing that you're an expert in your field. They are meeting with you to learn about your product or solution and how it can help their business and not be detrimental to their overall day-to-day operations.
Kosta_Konfucius
Politicker
2
Sales Rep
Awesome advice!
SoccerandSales
Big Shot
0
Account Executive
Selling specifically to an IT person or someone in that realm is always difficult and it requires you to either know the solution in and out or bring in someone who does. On the flipside, if you are demoing to other buying personas, you need to focus on outcomes, because it becomes dangerous when people get way too deep in the weeds
SoccerandSales
Big Shot
0
Account Executive
Selling specifically to an IT person or someone in that realm is always difficult and it requires you to either know the solution in and out or bring in someone who does. On the flipside, if you are demoing to other buying personas, you need to focus on outcomes, because it becomes dangerous when people get way too deep in the weeds

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