Joshua Feinberg and Patricia Alvina discuss the evolving role of data center sales leaders, emphasizing a shift towards a consultative, relationship-based approach akin to a doctor-patient relationship.
They highlight the importance of guiding clients through challenges, sharing best practices, and orchestrating the involvement of relevant stakeholders, likening the role to that of an orchestra conductor.
This approach aligns with the IT orchestration concept, focusing on successful initiative execution rather than just selling products.
This video is excerpted from the podcast Ep. #42 Patricia Alvina, Sales Manager ASEAN at Siemens Singapore | Data Center Go-to-Market Podcast.
Action Items
- Explore how to transition the sales role to be more consultative and facilitative.
- Determine how to help customers address their challenges rather than just selling products.
Outline
Shift in Data Center Sales Approach
- Joshua Feinberg discusses the evolving nature of data center sales and predicts a shift away from traditional sales methods toward a more consultative approach.
- He emphasizes the importance of sales professionals guiding clients through challenges, similar to a doctor-patient relationship, rather than just selling products.
- Joshua highlights the need for salespeople to help clients navigate complex issues and ensure success by involving the right people in the conversation.
- He introduces the concept of "orchestration" in the IT space, likening the role of sales professionals to that of an orchestra conductor, coordinating various elements to achieve a successful outcome.
Consultative Selling and Workshop Facilitation
- Patricia Alvina agrees with Joshua, noting that this consultative approach aligns with the future direction of sales.
- She stresses the importance of salespeople addressing client challenges rather than merely selling products to make a sale.
- Joshua and Patricia acknowledge that this new approach involves working closely with clients to understand their needs and provide tailored solutions.
- The conversation suggests workshop facilitation and client collaboration are essential to effective sales strategies.
Guest Resources
Watch the full podcast Ep. #42 Patricia Alvina, Sales Manager ASEAN at Siemens Singapore | Data Center Go-to-Market Podcast
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