Like any sales person, I’ve also experienced my fair share of rejection. Nowadays it can take months to reach a decision where in the past all it took was a RFQ (request for quotation), a few calls and a demo. So if a customer turns to another supplier because we haven’t cultivated the relationship, it’s always hard to hear.
That said, digital transition is so multifacted, it’s important that everyone works with the partners that are their genuine best fit.
To ensure I create that ‘best fit’ scenario, I’ve complemented my technical expertise with broader industry understanding – to be able to connect with people on all levels. That means developing tailored solutions and overcoming hurdles, together. And it ranges from solving purely technical problems on-site, to going deep into overall business issues, company strategy and the economics of corporate digital initiatives.
I’ve realized that most value comes from conversations. Thanks to keeping my ears open to what people across various departments had to say, I could generate new insights and perspectives. And now, rather than competing solely on products, I strive to compete on ‘views of the world and the future’.
It’s like becoming the ‘phone-a-friend’ connection on “Who Wants to Be a Millionaire.” You’re the person customers think of when they get stuck. You’re their lifeline when the answer can’t be Googled.
This is when the hard work of staying in close contact really pays off.