The sales lead generation process for technology companies is very different from lead generation in other industries. Technology sector needs are more precise, and the target market is almost exclusively business-to-business (B2B), with the individuals often being decision makers high up the corporate ladder. Find out how to reach this difficult target, with prospecting methods and tips for making more complex sales.
ability to assign call or qualification scripts to a lead
as good as their ability to implement. Beyond just understanding the customer's business, there must be a demonstration of understanding of the inner workings, or politics, of the customer organization. Most complex sales are won or lost on the political playing field. The vendor with a viable solution, who is able to analyze the political structure and align with those who have the greatest influence on the decision, is usually the winner. Thirdly, there is a competitive dimension in complex sales. The