If you are a sales manager selling IT systems, you may need to know much more about the company culture in your client’s company than with other product sectors.
In the US blog, ‘Heavy Hitter Sales Blog’, Steve Martin describes how the decision making processes for IT purchases may not follow the traditional company structure. Instead he recommends that you look more closely at the interdepartmental relationships of the IT department. He puts forward four possible categories or types of departments: ‘consolidators, consulters, responders, and bureaucrats.’ Are you dealing with a ‘consolidator’ - an IT department that ‘seeks to increase its power, authority, or control within their organization.’ Or maybe a ‘responder- who are ‘weaker IT departments that operate under the direction of other departments’. To find out more about all four types to help with your next IT sales negotiation , read the full article at http://heavyhittersales.typepad.com/heavy_hitter_sales_sales_/2011/11/it-sales-strategy-software-saas-hardware-sales.html
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