IBM Systems Magazine, Mainframe - March/April 2017 - 24


ILLUSTRATION BY STUART KINLOUGH/GETTY

TRENDS

How to Improve Your
SALES SKILLS
Tips for techies on showing the value of their services

P

eople with strong technical backgrounds may not consider themselves good
sellers. They prefer to install, upgrade, migrate and troubleshoot. But selling
is a skill everyone must use, even if no money actually changes hands.

Anthony
English
helps large
businesses
protect their
mission-critical
ERP systems.

Applying for jobs, writing
proposals and emails, and
participating in meetings are
all types of selling because they
involve uncovering a genuine
need and finding a solution
for it.
In recent months, I've learned
to sell my technical services

more effectively, so I wanted to
share a few lessons I've learned.

The Technician's
Advantage
The good news is that people
with a strong technical
background can become
remarkably good at learning

to sell technical services. And
they don't need to become a
slick salesperson stereotype.
The starting point for selling
is not to become a fast talker;
it's about being able to show
empathy. Recognize that selling
is about finding a solution to
meet a need.

24 // MARCH/APRIL 2017 ibmsystemsmag.com

pg 24-26.indd 2

2/7/17 1:28 PM


http://www.ibmsystemsmag.com

Table of Contents for the Digital Edition of IBM Systems Magazine, Mainframe - March/April 2017

Table of Contents
Editor's Desk: Ahead of the Times
Techbits: Cognitive Customer Engagement
Partner PoV: Keep Data Out of Danger: Use the right tools to implement your large-object strategy
Currents: A Layered Approach: Using microservices on z Systems with CICS improves flexibility and reliability
IT Today: Choosing the Right Cloud: What to consider when using a managed service provider
R&D: Move Along: IBM Research and partners help traffic run smoothly in Madrid
Trends: How to Improve Your Sales Skills: Tips for techies on showing the value of their services
Feature: Strength in Collaboration: Linux on z Systems accelerates new and traditional workloads
Feature: Community Computing: The Open Mainframe Project expands educational opportunities for Linux on z Systems users
TECH Showcase: Shift-Left Testing Improves Success: Automated testing in the DevOps cycle improves quality and reduces risk
Tech Corner: Database Development: IBM DB2 V12 enhances and integrates data for cloud, mobile and analytics
Solutions: SMART TS XL V8.0, IN-COM Data Systems; Tubes, Macro 4; CleverView for TCP/IP on Linux V2.5, AES
Stop Run: A Global View: Computer science and astrophysics prove a natural fit
Reference Point - Global Events, Education, Resources for Mainframe
2017 Mainframe Solutions Edition
IBM Systems Magazine, Mainframe - March/April 2017 - Intro
IBM Systems Magazine, Mainframe - March/April 2017 - Cover1
IBM Systems Magazine, Mainframe - March/April 2017 - Cover2
IBM Systems Magazine, Mainframe - March/April 2017 - 1
IBM Systems Magazine, Mainframe - March/April 2017 - Table of Contents
IBM Systems Magazine, Mainframe - March/April 2017 - 3
IBM Systems Magazine, Mainframe - March/April 2017 - 4
IBM Systems Magazine, Mainframe - March/April 2017 - 5
IBM Systems Magazine, Mainframe - March/April 2017 - Editor's Desk: Ahead of the Times
IBM Systems Magazine, Mainframe - March/April 2017 - 7
IBM Systems Magazine, Mainframe - March/April 2017 - Techbits: Cognitive Customer Engagement
IBM Systems Magazine, Mainframe - March/April 2017 - 9
IBM Systems Magazine, Mainframe - March/April 2017 - 10
IBM Systems Magazine, Mainframe - March/April 2017 - 11
IBM Systems Magazine, Mainframe - March/April 2017 - Partner PoV: Keep Data Out of Danger: Use the right tools to implement your large-object strategy
IBM Systems Magazine, Mainframe - March/April 2017 - 13
IBM Systems Magazine, Mainframe - March/April 2017 - Currents: A Layered Approach: Using microservices on z Systems with CICS improves flexibility and reliability
IBM Systems Magazine, Mainframe - March/April 2017 - 15
IBM Systems Magazine, Mainframe - March/April 2017 - 16
IBM Systems Magazine, Mainframe - March/April 2017 - 17
IBM Systems Magazine, Mainframe - March/April 2017 - IT Today: Choosing the Right Cloud: What to consider when using a managed service provider
IBM Systems Magazine, Mainframe - March/April 2017 - 19
IBM Systems Magazine, Mainframe - March/April 2017 - 20
IBM Systems Magazine, Mainframe - March/April 2017 - 21
IBM Systems Magazine, Mainframe - March/April 2017 - R&D: Move Along: IBM Research and partners help traffic run smoothly in Madrid
IBM Systems Magazine, Mainframe - March/April 2017 - 23
IBM Systems Magazine, Mainframe - March/April 2017 - Trends: How to Improve Your Sales Skills: Tips for techies on showing the value of their services
IBM Systems Magazine, Mainframe - March/April 2017 - 25
IBM Systems Magazine, Mainframe - March/April 2017 - 26
IBM Systems Magazine, Mainframe - March/April 2017 - 27
IBM Systems Magazine, Mainframe - March/April 2017 - Feature: Strength in Collaboration: Linux on z Systems accelerates new and traditional workloads
IBM Systems Magazine, Mainframe - March/April 2017 - 29
IBM Systems Magazine, Mainframe - March/April 2017 - 30
IBM Systems Magazine, Mainframe - March/April 2017 - 31
IBM Systems Magazine, Mainframe - March/April 2017 - 32
IBM Systems Magazine, Mainframe - March/April 2017 - 33
IBM Systems Magazine, Mainframe - March/April 2017 - Feature: Community Computing: The Open Mainframe Project expands educational opportunities for Linux on z Systems users
IBM Systems Magazine, Mainframe - March/April 2017 - 35
IBM Systems Magazine, Mainframe - March/April 2017 - 36
IBM Systems Magazine, Mainframe - March/April 2017 - 37
IBM Systems Magazine, Mainframe - March/April 2017 - 38
IBM Systems Magazine, Mainframe - March/April 2017 - 39
IBM Systems Magazine, Mainframe - March/April 2017 - 40
IBM Systems Magazine, Mainframe - March/April 2017 - 41
IBM Systems Magazine, Mainframe - March/April 2017 - 42
IBM Systems Magazine, Mainframe - March/April 2017 - 43
IBM Systems Magazine, Mainframe - March/April 2017 - 44
IBM Systems Magazine, Mainframe - March/April 2017 - TECH Showcase: Shift-Left Testing Improves Success: Automated testing in the DevOps cycle improves quality and reduces risk
IBM Systems Magazine, Mainframe - March/April 2017 - 46
IBM Systems Magazine, Mainframe - March/April 2017 - 47
IBM Systems Magazine, Mainframe - March/April 2017 - 48
IBM Systems Magazine, Mainframe - March/April 2017 - 49
IBM Systems Magazine, Mainframe - March/April 2017 - Tech Corner: Database Development: IBM DB2 V12 enhances and integrates data for cloud, mobile and analytics
IBM Systems Magazine, Mainframe - March/April 2017 - 51
IBM Systems Magazine, Mainframe - March/April 2017 - 52
IBM Systems Magazine, Mainframe - March/April 2017 - 53
IBM Systems Magazine, Mainframe - March/April 2017 - 54
IBM Systems Magazine, Mainframe - March/April 2017 - Solutions: SMART TS XL V8.0, IN-COM Data Systems; Tubes, Macro 4; CleverView for TCP/IP on Linux V2.5, AES
IBM Systems Magazine, Mainframe - March/April 2017 - Stop Run: A Global View: Computer science and astrophysics prove a natural fit
IBM Systems Magazine, Mainframe - March/April 2017 - Cover3
IBM Systems Magazine, Mainframe - March/April 2017 - Cover4
IBM Systems Magazine, Mainframe - March/April 2017 - Reference Point - Global Events, Education, Resources for Mainframe
IBM Systems Magazine, Mainframe - March/April 2017 - 2017 Mainframe Solutions Edition
IBM Systems Magazine, Mainframe - March/April 2017 - SE2
IBM Systems Magazine, Mainframe - March/April 2017 - SE3
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