Benjamin Myers and Joshua Feinberg discuss the challenges in selling data center physical security and critical facilities supply chain services.
Ben highlights the difficulty in gaining access to key stakeholders, emphasizing the importance of presenting a compelling solution that immediately resonates with them.
Joshua adds that decision-makers are often risk-averse, requiring multiple layers of approval, making it hard to close deals.
He suggests that providing low-risk resources like reports, podcasts, and webinars can help gain initial attention.
Both agree on reframing the pitch from selling a product to offering a solution and stress the importance of professional development and upskilling in the industry.
This video is excerpted from the podcast Ep. #56 Benjamin Myers, National Accounts Sales Executive of DH Pace Company | Data Center Go-to-Market Podcast.
Action Items
- Provide helpful tools like reports, podcasts, and webinars to establish expertise.
- Encourage employers to invest in professional development and upskilling.
- Get in front of the right decision-makers.
- Position the offering as a solution, not just a product.
Outline
Challenges in Selling Data Center Physical Security and Critical Facilities Supply Chain Services
- Benjamin Myers highlights the difficulty in getting in front of the right stakeholders, emphasizing that once they understand the benefits, it becomes obvious why they should adopt the solution.
- Joshua Feinberg discusses the challenge of identifying the decision maker, noting that even with a perfect introduction, the decision is often referred back to multiple team members for vetting.
- Joshua suggests that tools like downloadable reports, podcasts, and webinars can help mitigate risk by providing low-risk engagement opportunities before recommending a specific company.
- Both Ben and Joshua agree on the importance of framing the offering as a solution rather than just a product, which helps gain stakeholder attention and trust.
- Joshua emphasizes the need for employers to invest in professional development, upskilling, and retraining to ensure their teams can effectively communicate and sell the solution's value.
Resources
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