Tech Trends and Inspiring Quotes from Dell Technologies World 2018

Posted by Anand Raj on May 10, 2018 12:50:53 PM

This post contains the tech trends and quotes from many great leaders in our industry on the topics ranging from AI, ML, Blockchain, VR, Software-Defined, Cloud, Modern Data Center, Edge, Digital Transformation, IT Transformation,  Workforce Transformation, Security Transformation and much more.

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Topics: Michael Dell,, IT Resellers, IT Solution Providers, Tech Go-to-Market, Tech Buyer Journey

How to cut your IT sales cycle by half. Hint: Familiarity Factor.

Posted by Anand Raj on Apr 12, 2018 3:11:55 PM

You can cut your sales cycle by half if your buyers are familiar with you or have purchased something in the past.

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Topics: Social Selling, Tech Buyer Moment, Tech Go-to-Market, Tech Buyer Journey, Go to Market Platform for IT Resellers,, Science of Go to Market

6 Tech Buyer Moments that Matter (and how to enable them to fuel growth)

Posted by Anand Raj on Nov 7, 2017 5:40:21 PM

The buy – sell process has significantly shifted in the past ten years. In the past, the sales person was required to be the primary educator. In the digital transition, we moved this role to the cloud where “content is king”. Buyers now use the Web as their primary tool for solution discovery and analysis. There has been a continued evolution from “content is king” to the newest iteration of “context is king”. It is no longer impactful to simply provide content. Relevancy by meeting the buyer at their stage of need is proving to build lasting digital relationships and accelerate revenue decisions.

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Topics: IT Resellers, IT Solution Providers, Buyer Moment, Tech Buyer Moment, Tech Go-to-Market, VAR Marketing, Tech Buyer Journey