Joshua Feinberg and Pierre Ellow discuss the complexities of selling to different types of clients in the data center industry.
They highlight the importance of distinguishing between replacement equipment and new facilities, which can impact the target audience, including commissioning companies.
Pierre emphasizes the need to adapt sales strategies and products based on the specific needs of various contacts, such as Site Managers and Logistics Managers, who may have different priorities like budget or return on investment.
He advises against a one-size-fits-all approach, stressing the necessity of adapting to different contacts and their unique requirements.
This video is excerpted from the podcast Ep. #58 Pierre Ellow, BDM Business Development Manager Data Centre of Pronomic Data Center | Data Center Go-to-Market Podcast.
Action Items
- Identify the appropriate contact person(s) for the sales opportunity, considering both infrastructure managers and site managers.
- Understand the different priorities and needs of the various stakeholders (e.g., site manager's budget concerns, logistics manager's focus on return on investment) to tailor the sales approach accordingly.
Outline
Understanding the Distinction Between Replacement Equipment and New Facilities
- Joshua Feinberg highlights the importance of distinguishing between replacement equipment and a brand-new facility when engaging with clients.
- Pierre Ellow agrees and emphasizes the need to identify the correct contact person, whether it is an infrastructure manager, site manager, or another role.
- Pierre points out that different needs may arise with different contact persons, requiring adaptability in communication and strategy.
- Joshua and Pierre discuss the necessity of moving from one contact person to another to address various aspects of the project.
Adapting Sales Strategies for Different Roles
- Pierre Ellow stresses the importance of not just approaching a single contact but also considering other potential contacts who might have different needs.
- He explains that a site manager might focus on budget constraints, while a logistics manager might be more interested in return on investment.
- Pierre advises that sales strategies should be flexible to accommodate different roles' varying needs and perspectives.
- Joshua and Pierre conclude that adapting products and strategies to different contacts is crucial for successful sales interactions.
Resources
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