Looking back at 22 years of technology sales and business development, I realize how many different markets I’ve had the chance to work in.
Infrastructure → storage → cloud → SaaS → ERP → cybersecurity → DXP → AI → managed services → healthcare technology → channel sales
The products changed. The companies changed. The markets changed.
But the work was often surprisingly similar.
Learn the technology.
Understand the business problem.
Find the right accounts.
Reach the right people.
Start a conversation.
Qualify the opportunity.
And, when there’s a real fit, help move the sale forward.
I’ve had to learn a lot of different technologies over the years. I certainly haven’t known everything going into every project.
What I’ve learned is that you can get up to speed if you’re willing to understand the technology, listen to the customer, ask good questions and do the work.
That’s probably the biggest lesson I take from the experience.
Technology will keep changing. AI will change plenty about how we sell.
But understanding a customer’s problem and finding a way to help solve it still matters.
That part hasn’t changed much.
#BusinessDevelopment #B2BSales #TechnologySales #Sales #GTM
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