Staying Motivated While Selling Technology with Kim Jakobsson

In this episode we talk about the unique issues that face technology sales. Kim Jakobsson is a seasoned sales manager at SalesScreen, a gamification system that motivates sellers for success. If you’re selling something that’s new, unique or unproven, this is the episode for you.

Issue Faced when Selling Technology

Technology is often nebulous. Kim shared how software is not solid and it’s not something you can easily hold. There are two major fears that hold back technology sales:

Fear it will go out of date. There are two kinds of technologies: Out of Date and Can’t Buy it
Copyright infringement. There are many rogue nations stealing/copying your design. There are no borders in sales, you can sell virtually everywhere and instantly. It also makes it easy for others to take your Intellectual Property.

Business Development when Selling Technology

Kim has found the easiest way to promote a new product is to:

Work your networks to find interest
Building relationships to generate referrals to others who may have an interest
Use those relationships to find early adopters, wherever they may be
Share a demo
Have the prospects visualize usage of the product

Technology Adoption Curve

We both spoke about Geoffrey Moore’s book “Crossing the Chasm” and the struggle of bridging the gap between early adopters and the early majority.

Continual improve of the products (Staffing developers)
Working with customers for input to tweak and improve
Sellers need to take the lead working with early adopters to get the critical feedback
Early clients are free Beta testers. This unpaid staff, in fact pay you! Treat their input with respect and serve and over serve them with extraordinary service.

Take Action Advice

Motivation is the key to success according to Kim. Your work doesn’t have to be boring. Spend your time crushing your goals WHILE having fun. Recognize small achievements.

How To Connect with Kim Jakobsson

Where to find Kim and his company, SalesScreen:

SalesScreen Visualize Data, Motivate Sales Teams
For a demo contact Kim
Mail Kim here kim@dogu.no
Kim also has a presence on LinkedIn

How to Manage Sales Teams

Here are some other interviews that address the need to motivate sales teams. Enjoy.