Joshua Feinberg discusses the evolving role of sales professionals in the data center industry, noting a shift towards highly technical and consultative sales roles. He observes that IT professionals and engineering buyers prefer self-driven journeys and seek expert advice.
Brandon Smith, an engineer and Vice President of Global Sales and Product at Zinc Five, concurs, emphasizing the importance of technical knowledge for sales success. He suggests that while a technical degree isn't essential, a deep understanding of the data center space and the ability to explain complex concepts is crucial. Smith advocates for a consultative sales approach, highlighting the need for salespeople to be subject matter experts to gain customer trust and drive adoption of new technologies.
This video is excerpted from the podcast Ep. 150 Brandon Smith, VP Global Sales & Product at ZincFive | Data Center Go-to-Market Podcast.
Shift in Sales Roles Due to Technical Demands
- Joshua Feinberg highlights a trend where IT professionals and engineering buyers prefer a self-driven journey, leading to a need for more expert salespeople.
- Traditional sales roles are evolving, with former IT professionals moving into business development roles.
- Joshua questions if this trend will continue and whether it is a path worth considering for young people interested in energy and power facilities.
- Brandon Smith, an engineer by degree, agrees that technical expertise is crucial for sales professionals in the data center industry.
Importance of Technical Background in Sales
- Brandon Smith emphasizes that the best salespeople in their team are not necessarily degree holders in engineering or IT but have a strong technical understanding of the data center space.
- He stresses the importance of being a subject matter expert and having the ability to explain complex technical concepts to customers.
- The sales role is described as more consultative, requiring deep knowledge of products and applications to gain customer trust.
- Brandon advises young people to either pursue a technical degree or gain practical experience to succeed in the industry.
Consultative Sales Approach
- Brandon Smith explains that data center professionals are risk-averse and prefer proven technologies, making it challenging to sell new innovations.
- He warns that without a solid technical understanding, selling new technologies can be difficult and meet resistance.
- Brandon shares his own journey, starting in the service side of the industry, which provided hands-on experience and expertise.
- He concludes by introducing himself as the Vice President of Global Sales and Product at Zinc Five, highlighting the importance of technical knowledge in his role.
Guest Resources
- Connect with Brandon Smith, VP Global Sales & Product at ZincFive, on LinkedIn
- Follow ZincFive on LinkedIn
- Learn About ZincFive
Resources
- Connect with Joshua Feinberg, CEO at DCSMI, on LinkedIn
- Follow DCSMI on LinkedIn
- Follow the Data Center Go-to-Market Podcast on LinkedIn
- Learn About DCSMI
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