In this multipart series about qualifying questions we should be using with customers, Jeff Miller, Director of Sales for Strategic Integrators (IBM), discusses the matter of Compliance and the importance of talking about their compliance posture with customers. This helps the seller understand the customer-perspective what regulations, benchmarks, or frameworks they consider important and how they feel they are meeting (or not meeting) those compliance regulations.
Episode 6
•
June 13, 2022
Green field opportunities offer the seller the opportunity to develop an encryption strategy that can provide long term benefits to the customer as well...
00:05:47
Episode 16
•
April 23, 2023
Demos are great sales tools – if they are given correctly. As with any sales technique, there are ways that you can use it...
00:06:49
Episode 2
•
May 16, 2022
When selling any project there are always objections. With GDE, there is no difference. But how do we still work with customers to convey...
00:06:17
