Cooper Fitch Dubai


February 13, 2017

“Value” Sales in Technology

As technology continues to change globally and markets become ever more saturated, customers now have increasingly more options to choose from in regards to Technology and what that can do to support their business.

technology sales dubai uae
Cooper Fitch Dubai
Cooper Fitch Dubai
Cooper Fitch Dubai
Cooper Fitch Dubai

Let’s take BI and analytics, for example, if we look at the Gartner charts for last year there are 25 vendors listed, varying from leaders to visionaries to challengers. As a potential customer looking to use their data as effectively as possible, it is clear to see there are plenty of potential vendors to choose from.

So what does this mean for today’s sales professionals and for organisations looking to hire the next “Rockstar” sales individual?

I have noticed a huge change in customers’ requirements for potential sales hires. Clients aren't just focusing on attracting talent from their direct competitors that are already equipped with knowledge of the product or service they are selling. The most important asset my clients are looking for are sales people who have expert knowledge in “value” sales.

What has caused this change in recruitment trends and why is “value” sales an important attribute?

Whilst meeting with many experienced and respected sales professionals across the Middle East I have learnt the customers they cater to are now far more educated on the advancements in Technology than ever before and this has changed the way sales are executed.

Gone are the days where generating sales could be achieved solely by slashing prices. Profit benefits of products over a long term period are much more important than the short-term cost savings.

This has reflected in the recruitment of sales professionals. Knowledge of services and products is always valued in recruitment but now sales candidates are being tested in interviews on techniques of sales and positioning of products or services.

From a recruitment perspective, I find this to be an exciting time. Clients are receptive to looking at different talent pools which are diversifying the market, in parallel it has opened the door for sales candidates looking to step into a new challenge selling new technologies.

If you are a sale professional looking for your next challenge and would like to have a discreet chat about this then please don’t hesitate to reach out to me.


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