Being comfortable with engineering and management roles, sales was Terra Incognita for me. Learning how to sell our services our team got three insights.

Focus on return of investment. There are many forms how we can bring value to our customers, but finance success commonly is the most important as it is a vital part of the business. By shift a talk from the cost of our services to how much money our customers can earn or save by investing in our project, we discuss what is really important for our customers. If ROI is positive then start project makes sense.

Let people know you and what you do. Instead of practicing cold calling we are focused on organizing events, speak on external events and publishing case studies about our experience. We let people know about us and where we are good at, let them a chance to know each of us as a person and make a decision do they want to work with us or not before sign any contracts. Then when our potential customers discover demand in IT solutions they will know at least one vendor with whom they would like to work with.

It is possible to stay humble. When you tell people where your team/you are good at, it is not about you -- it is about the value you can bring to your customers success and contribution to common good of society.

Originally published on LinkedIn