Joshua Feinberg discusses the evolving nature of selling colocation services to CTOs, CIOs, and CISOs, emphasizing the importance of presenting as a consultant rather than just a provider of information readily available online.
He notes that these decision-makers conduct significant research before meetings, necessitating a high level of preparedness and understanding of their needs.
Joshua also highlights the importance of being attentive to their specific pain points to gain their trust and serious consideration.
This video is excerpted from the podcast Ep. #64 Jeremy Coyle, Account Manager of Management Science Associates | Data Center Go-to-Market Podcast.
Action Items
- Be prepared to present as a consultant and expert, not just a provider of information.
- Understand the CIO, CTO, and CISO needs and pain points in advance of meetings.
- Be willing to listen to the customer's pain points during the meeting.
Outline
Understanding the Evolving Landscape of IT Decision Making
- Joshua Feinberg discusses the increasing importance of proving value in sales interactions, especially with technical decision makers who conduct extensive research before meetings.
- He emphasizes the need for sales professionals to present themselves as consultants and experts rather than merely regurgitating information available online.
- Joshua highlights the challenge of gaining access to decision makers' calendars and being taken seriously by demonstrating deep knowledge and expertise.
- He notes that CIOs, CTOs, and CISOs now have a comprehensive understanding of the sales team and their offerings before any formal meetings.
- The conversation underscores the necessity of being prepared for these high-stakes interactions by anticipating the needs and pain points of IT decision makers.
Resources
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