Page 16 - HSCR

Challenges for You as a Sales Person

• Known as Tech Provider, not Business Advisor

• Have current relationships limited to IT (and they may be oblivious or
defensive)

• Access to right people

• Knowing their business/what to ask

• Delivery of service outside of your control

• Access to Proof of Concept or Testimonials

• Different type of financial justification

• Slower sales cycles?

• Not necessarily – sell services, audits, assessments.