How to sell a portfolio of products

Absolutely Not! That is a recipe for failure. You can't wing it when selling technology.

Selling technology is exciting but can be overwhelming if you don't know where to put your efforts.

The fact that there is no sales training makes me wonder what kind of support you can expect for your customers, but that is another conversation.

In addition, your sales manager is probably of little help and lacks the knowledge necessary to help you.

The good thing about sales is you are in charge of developing your skill sets whether you receive training or not.

I'm going to tell you exactly what I would do (in this order) if I was in your situation knowing what I know now...especially when it comes to selling technology.

This is just a start. No hype or weasel words, just actionable items you can do..now...that will yield results in 30,60 or 90 days if you do the work.


Shortcuts to selling technology:

1) Identify & decide where you are going to invest your time and make your money.

The fastest way to do this is to read 3-5 case studies in a cursory fashion to quickly get up to speed on what is hot in what marketplace and who is buying it.

i.e., put in "WiFi case studies" without the quotes in the Google search window and pick 3-5 case studies to read.

Do this for each of your product offerings====> hosted ip services, and mobile text marketing.

You can do this in one weekend or within 1 week for sure!

You will be able to educate yourself and cite these case studies to educate your prospects as well, which will impress them.

After doing this, you should have a better feel of your situation, not feel lost and a better idea of the best way to proceed.

Then...

2) Go to this site.


Go to slides 13 - 18. Complete the activities based on whatever software/hardware you are selling. It's going to take some thought and some research (homework) but don't get frustrated.

Complete the steps.

Base your talk track, flyers, etc. on the results of these exercises.

And finally...

2) Take control of your sales training and ignore most of what your so called sales manager is telling you

This is useless:
We have been told to say something like "my names xxx and I'm calling from xxx and we help companies like yours to improve internal and external communications whilst also saving you money at the same time"

Sales Training:
-Learn how to sell
-Learn how to sell technology

Go to amazon, put in these titles and order these books and stop wasting your money on wso's that don't work (if you are doing that).

The Ultimate Sales Machine, Chet Holmes

Question Based Selling, Thomas Freese

How To Sell Technology, Paul R DiModica

The Secret Code of Success: 7 Hidden Steps to More Wealth and Happiness, Noah St. John
&
Anything from Tony Robbins

Most of these books are slightly more than a wso, not full of hype and will work for you if you read them and...Take Massive Action!

Read at least 15 minutes EVERY DAY on your product offerings and/or pages from one of these books or any you have chosen on your own.

Spend 75% of your time prospecting and practicing what you have learned.

In closing...

There is no short cut to sales success.

Use where you are now to learn how to sell, make your quota and earn a living then update your resume and apply to better companies.

Remember, this is just a start, but these are actionable steps that should reduce a lot of the confusion you are experiencing now and move the needle.


Hope this helps.