How can innovators - often technical people - learn about selling their products or services?
There is not a simple formula. Moreover, learn to sell is as tough as learning any other subject: you may try to learn Engineering by yourself, but it won’t work well and takes a lot of mistakes.
The reason technical people are impaired at this, is that they never got a lesson on “sales” on all their (educational) life. So: learning “sales” should start with a course and a workshop, ’cause learning without practicing does not work. But the ramp-up is quite flat. Especially if you need to master all the selling process from strategizing to managing operations.
If you work in a Corporation, then you probably can focus on a single step of the selling cycle at time, so you may ask your HR to get a specific training on that one. This will “empower you” - but only in your corporation.
If you are in a SMB or a Startup, then you will need to cover more steps of the selling cycle - if not all of them - and this becomes easily overwhelming(we are not anymore in the “old good times” when you had the time to learn on the job and a market “in demand”: today you face harsh competition in a fast changing scenario)
For this reason, personally I prefer to help SMBs and Startups through coaching, instead of “consulting” or “training”.
SMBs and Startups have not the luxury to waste time on training, or the need of complicated consultations: they need hands-on decision making and fast action with minimum error level. Coaching brings them the level of experience and know-how they need, while letting them focus on their Client, instead of wasting their time on re-inventing the wheels of go to market.
In case you may be interested on B2B sales coaching you may have a look at my coaching program: The Roadmap to Market.
To know more, just give me a call at +39 02 8719 8498 or:
For Entrepreneurs, University Spin-offs and Startups:
We offer a coaching program: “the Roadmap to Market” that in 8 days, helps you build an operative go-to-market plan that takes into account all the key success factors of selling innovative products and services
For Industrial Companies operating in ETO (Engineering to Order) markets:
We offer Strategic Marketing and Management Consulting services aimed at aligning company processes to commercial goals.
For Companies operating in the Artificial Intelligence and Machine Learning for industrial applications:
We offer a partnership as VAR (Value Added Reseller) that can count on a network of 2700 professional contacts in 47 countries, who are constantly in search for the best in class ideas.
You can try our services at no cost. Our promotion grants you up to 1 week free coaching, in person or on-line.
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