We are in a new age of technology breakthroughs, one where artificial intelligence or cognitive solutions are upon us and getting a lot of hype. One thing I have found over the last year while being involved in these cutting edge technologies, the most important thing during the sale is the business value. This has not changed in dozens of years. If there is no business value, why would the organization make an investment in the first place?
The fact that technologies are advancing and becoming more capable of providing greater insight, analyse more data, analyse new data (like unstructured) and “learn”; this just improves the business case. Now, these greater capabilities enable new visions. This is where the opportunity for selling value comes in. A truly talented sales person asks “what if” and sets the vision. The truly talented sales person helps the client create their ideal world.
It is this vision setting step that is being forgotten today by some. Too many sellers I come across are selling technology or products. They see everything as a nail for their hammer. The truly gifted seller helps to create vision empowered by their technology or products.
The issue is not only with sales people. Clients have forgotten to ask the question “what if”. they have grown accustomed to accept the status quo. It is our responsibility now with the new technologies that are available, to remind clients we can take fresh eyes and viewpoints on existing business processes or lines of business. It is with this new fresh view and prior barriers removed, that we unlock true value.
Over the last 20 plus years I have been involved with a variety of advanced analytics. But today I am truly excited for the creative solutions we can help clients develop through the latest advancements, including cognitive!
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