IBM Systems Magazine, Mainframe - March/April 2017 - 25


The nature of technical work
focuses on solving problems.
A good technician isn't satisfied
with superficial solutions. This
determination to get to the
root cause is a great asset in
sales. Nobody wants to be sold
something that doesn't solve the
real problem.

to know you've understood its
pain and have diagnosed the
underlying problem. From there,
the client is usually happy to
say, "Wave your magic wand and
make it happen."

Just as going into more
technical detail can be offputting, so can the tendency
to talk about yourself. Many
technical services websites have
statements about themselves,

The Reluctant
Salesperson
Another strength of the technical
mindset is a little subtler. It's the
reluctance to sell. This reserve
about not wanting to be too
pushy can be attractive to people
who don't want to be sold to.

As a rule, the most
important starting
point is that the
client knows the IT
team understands
its pain.

A BRIGHT OUTLOOK FOR YOUR CUSTOMER COMMUNICATION
MULTI -PLATFORM SOLUTION

ENGAGE, COMPOSE AND
COMMUNICATE
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In addition, people coming into
sales from the tech world have
learned a lot about the business
as a result of their direct contact
with end users or business
units. This allows you to quickly
recognize whether a problem is
genuinely urgent or not.

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The Gotchas

BUSINESS CASES, CLIENT STORIES, AND IBM
WHITE PAPER AT WWW.ICOMDYN.COM

Just as many benefits exist for a
technical person moving into the
world of sales, some "gotchas"
should also be avoided.
The first one is the tendency
to go into too many technical
details in the sales conversation,
whether spoken or written. The
client is often happy enough

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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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