May 19th, 2015

Hazel Butters

Myth #9: Prompt’s ten technology sales myths

Myth #9: Prompt’s ten technology sales myths

At Prompt we know that PR complements sales to drive influence, impact, and financial success.  Our PRISM methodology delivers the steps and processes involved in planning and executing PR programs in line with sales objectives. And our free webinar series ‘How to use PR to drive sales’ shares content created specifically for technology companies. We’ve gathered this content from working with global companies including Adobe, IBM, and Oracle, and hundreds of early-stage companies. This means that we’ve covered every level of complexity, type of technology, and (we think) almost every kind of sales process.

However, in our dealings with hundreds of technology companies, we are also aware of a number of sales ‘myths’ that we believe may be holding back technology entrepreneurs and technology  marketers from making the smartest decisions for their own business futures.Over the next few weeks, we’re setting out to share ten of the most common myths – some of which may be familiar to you.

Myth #9

“All of your prospects think like you do.”

You may sometimes find it helpful to visualize an average customer and their typical needs when honing your messaging, but never fall into the trap of thinking that all your customers fit such a simple mold. Each of your prospects has a completely different perspective, and few vendors take the time to really understand what each individual prospect is thinking about, stressed over or dreaming of. You do not have a crystal ball, or your prospect’s offices bugged (at least we hope not). It’s impossible to know the internal pressures they face, and the personal ambitions they have. Sales messaging that asks the right questions and presents authentic anecdotes will help these prospects to relate, and open up, with you.

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