The Art of Consultative Selling in IT: Taking Blue Ocean by Venkatesh Upadrista

By Venkatesh Upadrista

If IT businesses search to tell apart themselves from the contest, they need to flip to consultative promoting. Consultative promoting is studying the wishes and demanding situations of your buyers and promoting distinctive companies that permit your shoppers to minimize bills, bring up gains, and enhance total company functionality. The paintings of Consultative promoting in IT presents a pragmatic framework for changing into a winning consultative vendor and indicates how you can use the blue ocean technique to establish possibilities in components the place there's no competition.

The first part discusses the benefits of consultative promoting and explores the techniques of blue oceans. In blue oceans, call for is created instead of fought over. festival is beside the point as the principles of the sport are ready to be verified. the writer explains how one can use consultative promoting suggestions to create your individual blue oceans of unknown industry house, the place possibilities for progress are either quick and profitable.

In the second one part, the writer defines the consultative promoting framework (CSF). This framework is predicated on confirmed strategies, most sensible practices, and real-time case reports to make consultative promoting a fact. It offers transparent directions for knowing your customer’s present panorama and demanding situations, possessing its priorities, and assisting it to accomplish its non permanent and long term objectives. the writer explains how you can use CSF to generate cutting edge rules and current them for your patron via revenue development or potency development proposals.

The e-book concludes with examples of a number of cutting edge enterprise development rules so you might current for your clients, together with Agile undertaking administration, grasp info administration (MDM), software portfolio explanation, and company approach administration (BPM). the writer discusses some great benefits of every one method and lists the set off issues to consider whilst figuring out no matter if the technique can upload worth to a specific customer.

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Additional info for The Art of Consultative Selling in IT: Taking Blue Ocean Strategy a Step Ahead

Sample text

We were its service providers in the Internet banking domain, and the major technologies involved were Java and mainframes. We were also doing business to manage its enterprise data. Though we were present in other domains such as infrastructure and risk management, we were considerably small in these domains. Based on the subject matter areas of business I was doing with CMD Financials, I chose to set up three talent groups for the outside-in theme. 2 is an illustration of the setup of the outside-in theme for this case study.

New or emerging services within your organization that can have a potential benefit to your customer. 3. New industry offerings or emerging trends that are being explored by your organization. 4. References where existing, new, or industry emerging services are being implemented or explored by other customers of your organization. Setting up the outside-in theme needs to be very carefully thought through because several of us will be enthusiastic to bring together several subject matter experts from different subject matter areas and set up several talent groups to understand existing and new services within each subject matter area.

Each such innovation is a blue ocean for the consultative seller. In this book, we will use the terms innovation and blue ocean interchangeably. 1. The framework was developed from several patterns, good practices, proven processes, procedures, and real-time case studies to make consultative selling a reality. Inside-Out Theme The inside-out theme is based on the fundamental concept that a unique idea that can benefit your customer can be determined by understanding your customer’s business and its competitive landscape, applications, systems, and challenges.

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