Your engineers, designers, and analysts make a real difference by creating one-of-a-kind solutions and accomplishing projects no one else can handle. Yet, the market might still be skeptical occasionally and doesn’t often grant you what you’re truly worth. If that sounds familiar – a task force of sales professionals is your salvation.
Who are the best salespeople? To answer this, we have turned to Serhii Nadtochii, our CBDO and Account Executive with Project Management background. Today we will talk about how to attract and retain customers, and why Project Managers equipped with business acumen and a drive for sales excellence are uniquely positioned to promote and sell your expertise.
What annoys you the most about sales in IT?
Alright, let’s be real. The classic IT Sales Headache often comes from that awkward dance between Tech Wizards and Sales Gurus. When the Sales Team tries to decode tech jargon, it’s like explaining Quantum Physics to your grandma – lots of head-scratching and confusion!
Moreover, to be honest, occasionally you have to convince your customers to opt for more complex tech solutions that will work for them in the long run.
Who are the best Project Managers you have worked with? What makes them good?
The best PMs exhibit a combination of leadership, communication, and adaptability. Picture this: the best ones have this magical combo of communication skills, crisis aversion, and a sixth sense of foreseeing potential chaos. It’s like having a project Gandalf: “You shall not pass! Without a well-executed Gantt Chart”.
Who are the worst Project Managers you have worked with? What makes them so difficult to work with?
The least effective qualities that we all want to avoid are poor communication skills, a lack of strategic thinking, and an inability to adapt to unforeseen challenges. Failure to manage stakeholder expectations and absence of transparency regarding project status can also contribute to their shortcomings. It’s like working with a project ghost – spooky and not at all helpful.
How do you increase LTV (Lifetime Value) without increasing CAC (Customer Acquisition Cost)?
If you want to keep customers around without dropping stacks of cash? Well, it requires main focus on customer retention and upselling. Often it’s all about exceptional post-sales support: think of your customers like VIPs at a SPA: provide stellar support, throw in some bonus features, and voila – it leads to increased loyalty and, subsequently, higher LTV.
What hard skills used to be crucial for salespeople in the past but aren’t anymore?
While traditional hard skills like cold calling or door-to-door sales were once pivotal, the advent of digital marketing and social media has shifted the landscape. Today, the emphasis is placed on data analysis, mastering your social media, and the ability to navigate through sophisticated CRM systems.
What’s the main difference between selling SaaS products and Software Development Partnership services?
The primary distinction lies in the level of commitment and ongoing collaboration. Selling software development services necessitates a more intricate sales process, emphasizing the long-term relationship and joint effort between the client and the service provider, unlike SaaS products where the customer’s commitment is, basically, largely contractual. It’s like convincing someone to go on a road trip with you: lots of planning, snacks, and, hopefully, no detours.
Being a PM on a project, how do you retain customers?
Customer retention requires constantly meeting and even exceeding expectations, fostering open communication channels, and proactively addressing any issues. Regular check-ins and feedback loops. Make sure they are happy, and if they start looking sad – you would better figure out why.
What are the top secrets for a good pitch? For a decent slide deck?
A compelling pitch involves articulating value propositions, understanding the audience, and tailoring the message accordingly. Crafting a pitch is like making a perfect sandwich – layers matter! Your slide deck is the bread – not too much, not too little. A well-crafted slide deck should be concise, visually appealing, and supportive of the narrative. Visuals are like condiments – don’t overdo it, or things get messy. Finally, remember: no one likes a soggy sandwich or a dull presentation!
What are the main mistakes salespeople make?
Picture this: Sales karaoke night! The hits, active listening, relationship building, and adaptability. The misses – overpromising, underdelivering, and forgetting the lyrics. A good salesperson is more like Taylor Swift and less like Nickelback.
We hope this interview has illuminated the multifaceted role that project managers can play as salespeople, equipped with their unique blend of technical insight, strategic prowess, and customer-centric mindset.
If Serhii’s insights have struck a chord with you or sparked curiosity about leveraging project management skills in sales, we invite you to reach out – hit “Contact Us” and he will be the first person to greet you at Lerpal!
