MSP Sales Teams Are Not Just From IT Backgrounds Anymore

By Dennis O’Connell, Business Development Manager, HTG Peer Groups

I read an interesting interview by Jill Konrath of Brent Adamson, coauthor of “The Challenger Sale.” In the interview, Mr. Adamson talks about some of the research they have done around the point in the sale when the purchaser engages with the supplier. 

His research shows that on average, the purchaser is 57 percent of the way from due diligence to closure when they reach out to the suppliers they believe can meet their needs. He goes on to say that the customers are doing most of their own research. 

This research is the information that the technical sales folks used to have to deliver. I used to give presentations with how much RAM can be attached to a server and how many GB of data storage can be in a storage array. 

These facts were the basis for the multi-hour PowerPoint presentations we used to give.  Oh, I miss those days (not!).

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