Leverage software defined, accelerate sales cycles and improve client relations – Part I


How can organizations accelerate sales cycles and improve client relations leveraging software defined?

Having spent the majority of my career in IT infrastructure and Telecommunications network sales and management, I understand the importance of accelerating sales cycles, increasing forecast accuracy and establishing longer lasting client relations. The Forrester study “Defining the 21st Century Sales Person” highlights the dilemma facing today’s sales organizations embattled to find new clients, increase pipeline and increase sales and revenue growth. Lengthy sales cycles are one of the factors that drive rising Sales, General and Administrative (SG&A) costs.

Sales cycleAt the same time, salespeople are the proverbial hamburger in between the bun, being driven to increase sales effectiveness, while clients are increasingly demanding sellers demonstrate greater differentiation and deliver more value or risk being removed from approved vendor lists!

Here’s the point: to be an effective sales organization requires deeper insight into emerging market and clients’ trends in order to open new doors, gain access to decision makers, collaborate and identify new opportunities, reduce sales cycles, close more sales and improve customer experience and loyalty. The underlying IT infrastructure, particularly one that is software defined, will enable this to happen!

So, why does a software defined environment impact sales and client relationships? Simple! Success in accelerating sales cycles is dependent on 3 things: the ability to anticipate and identify new customer trends, leverage new client engagement models and quickly respond to new dynamic market changes. Bottom line, an enterprise’s infrastructure directly impacts the effectiveness of sales.

Our next blog post will explore how a software defined environment can help enterprises, sales organizations and sales people achieve three imperatives: anticipate and identify new customer trends, effectively leverage new models of engagement and quickly respond to new market changes.

Lastly, the upcoming InterConnect event will showcase IBM leading offerings based on the biggest trends in business today, including Software Defined Environment, Cloud, Big Data & Analytics, Social Business and many more. Connect with experts from across the world to be a part of this unique experience!

Thanks for visiting and reading. Stay tuned for Part II!

Al Brodie is a Social Media Strategist and Senior Marketing Manager for IBM Software Defined Environment Marketing. Al’s experience includes selling to strategic  clients in the IT and Telecommunications industry. He joined IBM in 1998 as an eServer Competitive Brand Specialist selling supply chain and manufacturing solutions as a member of the Lucent client team. Previous to his current position, he was the Product Marketing Manager for the IBM Systems Director portfolio in Systems Technology Group’s Systems Software Business Unit.

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