IT Career Advice: How To Sell - InformationWeek

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IT Career Advice: How To Sell
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ChrisMurphy
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ChrisMurphy,
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7/22/2014 | 11:02:33 AM
Re: Citations please?
The research I know of backs up the relative lack of Sales education. I don't think you can equate Marketing and Advertising. This from Depaul's Sales Leadership Center:  

"In 2011, sales education curriculum was offered at a total of 101 United States universities and colleges. At the undergraduate level, 32 offered a major, minor or concentration, while the remaining 69 provided some level of sales curriculum in their offerings, but not a degree. At the graduate level, 6 offered graduate degrees with a sales concentration (and 9 provided some level of sales curriculum in their offerings)." 

http://www.salesleadershipcenter.com/landscape/2011-2012-Sales-Landscape-Survey.pdf

 
Lorna Garey
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Lorna Garey,
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7/21/2014 | 2:07:15 PM
Personal stake
This is interesting: "In the real world, most people make decisions based on what is best for them personally and then back into the corporate rationale."

Sometimes these interests mesh, like a CISO who doesn't want to be embarrassed among peers by a breach; that's in line with what's best for the company. However, seems like this won't always be the case. At worst, maybe a CxO owns stock in Vendor A when Vendor B is a better choice. Or, it may be as simple as a leader opposing a project that would be good for the company because it would require a lot of work from his staff, just when he wants to go on vacation.

What if a CIO thinks that opposition arises from a personal issue? 
ChrisMurphy
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ChrisMurphy,
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7/21/2014 | 7:48:08 AM
Re: Selling IT
It's interesting that you talk about your own attitude -- I think that's where a lot of us who dread sales need to focus. I like how Daniel puts it quite simply that 'it's not about you.' 
Laurianne
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Laurianne,
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7/18/2014 | 3:54:04 PM
Along these lines
Your personal elevator pitch when you meet someone new is a powerful sales opportunity, as well. Do you have an interesting answer, beyond your job title?
ChrisMurphy
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ChrisMurphy,
User Rank: Author
7/18/2014 | 3:22:05 PM
We're all in sales
I had a business communications professor who pushed this idea, that we all needed to learn how to pitch persuasively, since that would be a constant part of our careers no matter what we chose to do. I particularly like Daniel's advice here to consider this tough questions: if this idea has so much upside, what's prevented action on it before now? 


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