IT Sales Cycle - An Overview

     Sales Cycle in Information technology industry is a little bit difficult and the time is also on the higer side. Gestation period varies from 3 months to 9 months depending on the size of the project.

·         Lead generation

o        After market research and customer profiling depending on the product and services offered. Sales people identifies the companies whom we can cater our product and services. Getting details about all these companies through net or databases like hoover

·         Cold Calling/Email campaign

o        To touch upon the people and to spread awareness about our products and services

·         Follow up Calls

·         Product Demos/Presentations

o     Organize initial teleconferences and Webinars for the same. Depending on the potential and interest of the Client we plan visits to the prospects. 

·         Follow up meetings

o        Meetings with Technical people, CIOs etc and getting the requirements and expectations of the client

·         Proposal Creation

o        Creating a proposal depending upon the need of the customer. Proposing best solutions which gives customer the higher satisfaction as per Kano’s Model

·         Negotiation

o        Pricing negotiations

·         Sales Closure



Product V/s Services Marketing

Product Marketing

Choosing a product is like matter of comparing the facts.

·         Perceived Value

a.       It is the capability of the product vis a vis other competitors in the market.

b.       We provide the customer a analysis of our product features with others available in the market

c.        We provide extended warranty free of cost to prove the potential of our product.

d.       Demo of the product and option of customizing it as per the needs of the customer

·         Price

a.       It is the development cost , operational as well as profit margin

b.       We offer best pricing as we are relatively small and looking forward to create a brand name

·         Location

a.       We target products for all the geographies and across the industries where it is sellable

·         Advertising

a.       Product is tangible and returnable

b.       We explain product benefits and demonstrate the same

c.        Brochures, blogs, case studies and customer testimonials

Services Marketing

Choosing a service is like a trial

·         Perceived value

a.       Consistent

b.       On time Quality Service

c.        We build perceived value by

                                                               i.      Senior people in our company

                                                              ii.      Quality processes being followed

                                                            iii.      Certifications

                                                            iv.      Customer Testimonials

                                                              v.      HR Processes – Recruitment as well as Retention

                                                            vi.      Sales Data, videos, audio etc

·         Price

a.       Operational + profit margin

b.       We try to be competitive

·         Location

a.       Depending on the Client except some of the countries where the rules and regulations are tough

·         Advertising

a.       Demonstrate process and proof through testimonials and other sources to build reasonable expectations with the customer. This in turn builds the perceived value

b.       Planning Customer Visit to our premises and demonstrating all the processes live in front of them

·         Process

a.       Demonstrate , how our process is better than competitors

b.       Quality processes

c.        Six Sigma etc

d.       Recruitment Processes

e.        Project Management practices

f.         Monitoring and feedback processes

g.       Management control processes

·         People

a.       Excellent Talent

b.       Retention

·         Proof

Welcome Blog

Welcome to my Blog. I am Gaurav Gupta & having more than 5 years of experience. My experience is varied including Project Management, Sales & Marketing, Brand Management, Strategic Planning, Client Servicing, Team Management, Integrated Marketing Communication, New Product development etc.

Through this blog, i would like to share some of the thoughts in the area of Sales, Marketing, BD and Strategy. I am definitely looking forward to hear for some of the suggestions.

For other information visit https://sites.google.com/site/gauravjaigupta/

Happy Reading and Learning!!!