Telemarketing Technology Products And Services: Understanding CIOs And The IT Business

Telemarketing Technology Products And Services: Understanding CIOs And The IT Business

Telemarketing is a great method to obtain leads for any business type. It is a remarkably flexible, capable and multi-purpose way to advertise and promote a service or merchandise. It works extremely well for all types of industries, including the IT sector.But there are several reasons why IT-focused telemarketing projects fail. One of them is the lack of understanding for the industry itself and the key people making the buying the decisions - the CIOs. CIOs or CTOs are extremely busy professionals and attending to sales calls is simply not one of their top priorities.Here are some tips to help salespeople, particularly telemarketers, understand what really draws the attention of CIOs towards any kind of IT solution.Emphatize with CIOs. Telemarketers should always exercise empathy and do the best they can to learn about their challenges and concerns. Easy, you say. But just like a regular professional, they have their own objectives and interests for themselves and their organization. If they see that what you have to offer will benefit their organization and make them the best CIO they can be, then you will definitely get their attention and they will be willing to establish a business relationship with the company you are calling for.In-person meetings with them are vital. Sales opportunities with CIOs begin with being able to meet with them. If you are running appointment-setting projects to generate sales leads, make sure that you schedule highly-qualified in-person meetings so that the sales executive will have the chance to competently explain and demonstrate the advantages of having the product or service. While web seminars are so popular today, in-person meetings still do the trick.Before making that call, spend time in understanding their goals and the kind of technology they have in place. CIOs simply don't have the luxury of time to research and evaluate how the the service or product you are offering can solve their IT challenges. You have to do it for them. It will help significantly if you research and ask them questions to find out what they need and analyze if what you have to offer can satisfy that need.Business intelligence. You would be surprised what a bit of research can do. Although business intelligence should be taken care of by the sales rep, it can do you good as a telephone marketing representative to do a bit of your own research just so you have an idea what kind of company you are calling, what their IT initiatives are or what kind of business environment they have. These information can be found online for free.Focus on one industry at a time. Marketing and selling to CIOs demand specialized and focused industry expertise. Companies don't purchase technology. They purchase solutions. To be more specific, they purchase solutions for their industry and for their organization. Don't spread yourself too thin and call from one industry to another. Become one with their sector. Learn as much as you can about a particular industry so you can effectively relate the benefits of the IT solution you are calling about to their vertical.Be technologically savvy. If you are already struggling to perform the telemarketing task, how much more will you struggle at telemarketing high-tech solutions? The reason most IT telemarketing people fail at this job is because they simply do not have the slightest idea what they are talking about. Technology sales is an entirely different ball game. In marketing to CIOs, common sales pitches and canned responses simply won't work. You have to speak their language and have a broad and intimate understanding of current IT trends, the competition and their offerings.Learn how the IT business works. The IT selling process involves common policies, budget, technology objectives, interaction between business units and IT departments, etc. Talking the talk is just part of the entire process of marketing and selling to CIOs. You have to learn the complexities of the IT business.IT telemarketing was developed in order to help technology companies market their solutions more efficiently, however being successful at marketing IT products or services over the telephone depends on the telemarketer's understanding of the business and the CIOs' frame of mind.

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