Why IT sales are predicated on a strong business case

04/5/2013 | VAR Guy, The

Making an IT product or service sale requires patience and, just as importantly, a business justification, Kendra Lee writes. A good business proposal provides customers with insight on why the tech investment is needed and how it will spur business. "If you can create a strong sense of urgency by presenting the perfect business case based on their business situation, you increase your probability of closing the sale -- and doing so more quickly," Lee writes.

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VAR Guy, The

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