If your business provides technology solutions, you already know that technical sales are key and improvements in this space lead your company growth. Today, we’re sharing some valuable tips that you can implement into your technical sales approach that will maximize your ROI and chances of success.

There’s No One-Size-Fits-All Approach to Technical Sales

Every business is unique and so is yours. What works for your competitors might not work for you, and vice versa. Even though you sell similar products or offer the same services, that doesn’t mean you’re the same. From target customers to unique brand values, there are a lot of traits that make your company unique. That’s why it’s essential to understand that there’s no works-for-all recipe for success in technical sales. You need to discover what works for your business and your market. Only then can you craft your technical sales model and put it to work.

The market of today is packed with marketing experts and business consultants that promise they have the secret to success. Depending on their area of expertise, they encourage you to focus solely on content marketing, cold calling, LinkedIn, advertising, etc. The truth is that technical sales are more complex than that. Instead of committing to only one approach, try to uncover a repeatable and effective sales model that will work best for you. 

Find Out What Works For Your Company

As we mentioned already, there’s no universal approach to technical sales. The trick is to discover what truly works in sales for your company and to implement it. Depending on your company’s value offering, your target market, and different valuable insights, you can learn how to create a unique and scalable sales model that sustains your growth. For example, despite what many people believe, email outreach can often be fruitful when done properly. The same goes for other sales channels.

At the end of the day, there’s no better way to improve your sales than by trial and error. If you want to develop an effective, scalable, and repeatable sales model that truly works, you need to be prepared to run experiments and test out different channels and tactics. 

BizCusp Approach to B2B Technical Sales

At BizCusp, we’ve helped dozens of small companies excel at technical sales and win more clients over. Here’s how we do it. 

Pilot Phase

Our approach to technical sales is based on the above-mentioned approach. As we firmly believe that there’s no universal sales model and that all companies are different, we help our clients discover a repeatable, predictable, and scalable sales model. 

We start with a pilot phase:

1. Analysis and plan - We always start by analyzing the company’s current sales model in order to gain a better understanding of the company. Then, we proceed to the value offering, the target market, and decision-makers so that we can set up the sales system effectively;
2. Experiment - Experiments play a huge role in our approach to technical sales. We run different tests in order to uncover a suitable technical sales model;
3. Report - The discovery phase helps us to create a detailed Sales Insights & Plan Report that includes the key recommendations and plan of action to implement a repeatable, predictable, and scalable sales model;
4. Proposal - Finally, once the sales model report is ready, we deliver it and our clients are free to decide whether they want to implement it in-house or move forward with our long-term collaboration.

Ongoing Phase

In the ongoing phase, we become our clients’ long-term technical sales partner and implement the model discovered during the pilot phase. Our service approach will help your company win more technical sales while saving you time and resources. You can find out more about it here.

Final Thoughts

If you want to win more sales, get ready to experiment with your sales approach. A sales strategy that performs well for one company might turn out to be completely ineffective for another one. That’s why you should always test out different tactics. 

For example, a cold email campaign with an effective email template could bring you huge business, even though you heard so many times that it’s outdated. On another hand, sometimes you will do everything right and still not get any results. 

The key is to always try because that’s the only way to learn what works best for your company. Until you try, you will never know what sales approach enables that repeatable, predictable, and scalable sales model you are looking for.

 

Hey! It's me, Javi, the BizCusp Lead Consultant

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