The Positioning Matrix and my sales approach
5-stage sales approach based on common sense
The following figure shows this sales plan deployment schedule:
IMPORTANT:
If your company decides to adopt my sales approach, the metrics and timeframes shown above will be adjusted based on the nature of your products.
My (affordable) compensation model
Technology fields and my sales approach
In my more than 27 years of experience in international sales of various technologies, in Spanish-speaking countries and other markets, I have realized that my sales approach applies equally to virtually all technological fields to which a supplier's product or service belongs.
At the end of the day, effective sales results require effective storytelling skills.
The key success factor is the ability to «pack» the product's characteristics, features, and benefits in a story that is clear, convincing, and attractive to the customer's recipients ... more than the competition's stories.
Effective storytelling skills have almost nothing to do with the nature of the technology product being offered and a lot to do with designing and delivering strong, convincing sales messages about the product.
It requires a solid technical background, good marketing/technical writing skills, and expertise in salesmanship.
I master all three.
The following are some technology fields where I have experience and business sectors where I have qualified prospects (I am currently active with several of these sectors):
- Technology fields
- LPWAN (low-power wide-area network) platforms
- IoT/IIoT (Internet of Things / Industrial Internet of Things) solutions
- SCADA (supervisory control and data acquisition) end-to-end, web-based systems
- Mobile assets tracking and management solutions
- Wireless charging solutions for electricity-powered buses, trucks, and other vehicles
- GRC (governance, risk management, and compliance) / SoD (segregation of duties) software for SAP, Oracle, etc
- Compliance-centric Identity Management software for multiplatform IT environments
- Industry 4.0 solutions
- IT/OT 360º monitoring solutions
- Business sectors
- Industry
- Retail
- Healthcare
- Utilities (electricity, gas, water, oil)
- Energy (renewables and conventional)
- Mining
- Government
- Construction
- Agriculture
- Aquiculture
- Cattle raising
- Transportation
- Security (homeland, OT/IT)
- Pharma (medicinal laboratories, pharmacy chains)
- Smart City
- Smart Home / BMS (building management systems)