IT Needs To Think Like Sales
You don't need to always be closing, but you should always be challenging.
April 09, 2013
CIOs don't have sales quotas, but they may want to think more like salespeople. Not that they need to always be closing, a la Blake (Alec Baldwin) in Glengarry Glen Ross . But it may make sense to always be challenging. That was the premise of a webinar on what IT can learn from sales, hosted by officials at the research and consulting firm Corporate Executive Board>. "Whether you carry a quota or not, a big part of most jobs is selling," says David Anderson, a "member advisor" on CEB's Sales Leadership Council. "Selling new ideas, new ways of thinking, new approaches. Trying to get other individuals to explore new alternatives, change their behavior, do something we recommend." CEB says up to 70% of IT organizations have at least one employee who works as what CEB calls a "business liaison." These IT business liaisons identify customer needs, manage demand, pitch new ideas and services and hope to become trusted advisors... Read full story on InformationWeek
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