Proven sales management and delivery executive ith more than 25 years of experience in the IT industry. Successfully building and leading teams, over-achieving business goals in various IT areas such as hardware, software and services.
Developed strong relationships with partners and channels. Developed EMEA wide engagement models for partners and alliances.
Managed LoB, full P&L, opened developing/new markets, developed GTM and marekting strategies and implemented them.
Managed CxO level relationships, across various countries in Europe, Middle East and Africa.
Few suggestions:
- When you say your customers like your product, how do you know that.
- I would recommend asking customers specific questions that correspond to the strengths and features of your product, e.g. 'Are you concerned with your on-premise costs of HW maintenance ?' while you're addressing this issue with your product.
- You can add to these questions, assertions that other customers you spoke with highlighted issues such as '...'. Your prospect would empathize with such pains
Bottom line - don't start with product & features, ask your customer about their pains and 'match' your product to address these pains