Out Loud: Your Sales Approach Must Change says Natterbox
We examine the need for sales people to remain relevant in the rapidly changing technology industries
Expert Guest and Sales Director of Natterbox, Ian Moyse, joins Patrick in this episode of Out Loud.
Ian Moyse is Sales Director at Cloud Telephony Provider Natterbox, the world’s 1st full telephone system for Salesforce. Ian has decades of Sales Leadership experience and was awarded UK Sales Director of the year by Institute of Sales Management (ISM) and is widely known as a leading Social Seller sitting as a non exec on Digital Leadership Associates. Ian has been a leader focused in the cloud industry for the past 12 years and sat on the Boards of Industry Bodies Eurocloud, FAST and the Cloud Industry Forum. Ian has been rated #1 Global SaaS influencer (Klout) and #1 cloud Social influencer from 2015-2017 (Onalytica). He is recognised as a leading cloud Blogger and was listed in the EMEA top 50 influencers in Data Centres, Cloud & Data 2017.
Ian can be followed on twitter here > www.ianmoyse.cloud
Ian has decades of sales experience from all angles including training and coaching. He specialises in cloud environments and the cloud has been one of the main drivers behind today’s topic.
Patrick firstly asks Ian what state sales as a specialisation is in currently. Obviously it varies vastly throughout industries and verticals but generally the sales ideology still appears to be lagging slightly behind the product set that many people are selling.
Ian then considers the reasons behind this, the rapid rise in the uptake of consumption models enabled by cloud technology is driving the changes. The shift to cloud not only drives the changing purchasing models it also globalises many markets where sales were traditionally dictated by locality.
Then Patrick picks Ian’s brain on the best hints and tips for budding sales people. Ian provides various examples of how specialist sales people can improve their chances by improving their research and utilising multiple social media platforms.
“Create your own luck – figure out things they haven’t told you, that will give you indicators on how to approach and engage. Then during engagement what questions you should be asking”
A personalised customised approach seems to be massively beneficial to sales as well as the now huge focus that is now placed on social media profiles.
“Make sure you look as shining as you can in terms of professionalism, in terms of reliability, responsibility so that people will look at you think ‘this is someone I fell can trust based on what I can see of them now’ – People have already made decisions before they meet you, like it or not.”
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Presenter and Tech Journalist Patrick Watson and expert guest Ian Moyse.