Sales

Creating Value when Selling Technology
Terry Forsey

In today’s market, it's no longer what you sell, but how you sell that determines your success. Value no longer resides in the technology rather in the manner in which it is sold. Adapting to these market conditions requires that everyone involved in selling should move beyond simply communicating what is inherent in a product or a technology. Instead they must provide insight to potential customers in terms of value that can't be found elsewhere.The technology company that learns to create value beyond product and relationship has the opportunity to fundamentally change the nature of its interaction with buyers and erect barriers to the competition.

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Testimonials

"Terry has helped us greatly to focus on what we do and who our customers are. Terry's experience in the IT industry and his marketing skills are key elements in taking our own IT business where we want to go."

Robin Ball MDRobin Ball Associates, Spalding.

"We engaged Terry to help us with our positioning and sales strategy. Terry wasted no time in getting under the skin of our company and giving us pragmatic strategic guidance. He is proving to be equally effective in turning this strategy into operational results."

Ade McCormack, MDAuridian, Amersham.

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