When selling an enterprise technology solution, you must communicate how your solution is going to help the customer solve a problem or an opportunity. These technology trends were identified using current business drivers within the company and what they’re saying they need to fix or expand in 2010. These are areas will not only be important next year, but over the course of the next few years, and they will have a profound impact on how businesses operate and where they spend their IT budgets.

While it may be obvious, reps that are pressed for time and don’t have easy access to the information often overlook this step. Online sales intelligence resources such as Hoovers allow for CRM integration so that relevant company information like annual revenues can be imported and attached to an account with the click of a button. This additional information can be ignored in the lead qualification process if the access to it is not quick and easy.

Structure and continuity are extremely important in keeping a sales team functional and the sales process successful. Keeping things organized and requiring a specific progression of steps in the sales cycle ensures that corners are not cut, the prospect is well-qualified and well-nurtured, as well as making sure that no information is lost. The steps of the process must be clearly defined and simple to follow; the more you can avoid confusion and make this process visible, the more it will actually be followed.