Stay in Control
VAR sales reps love to bring technical consultants on sales calls because it shows the depth of your company’s bench and demonstrates the viability of your company. However, when your sales reps do so, there is always a niggling concern in the back of their mind: How will they walk away retaining ownership of the customer relationship?
Avoid having your techs take control during the sales call. Be sure your sales rep is able to participate in the conversation, too. While your technical experts know how to make the technology work, your sales reps know how to close the sale.
How do you run client meetings to ensure the tech doesn’t walk away with the relationship?