Recently, Sprint became the first network to offer 4G service, but this exciting jump ahead does not come without complications – and it is exactly these types of things that make it the perfect time to sell into cell providers.

Sprint’s CEO Dan Hesse stated in their most recent earnings call that they have been having difficulty with their supply chain, especially surrounding their 4G phones since the launch of the new network.

Whether it is database management or supply chain efficiencies, technology has become the center of organizations today – and their success depends on their ability to optimize these business processes through technology. Knowing that this is the case, there is only one way to approach selling technology to the enterprise: solve their business problems by optimizing their crucial business processes.

Outsourcing major business processes to major providers, especially offshore outsourcing companies like Wipro and Mahindra Satyam, has been a common fix for decreasing IT budgets in a struggling economy. As these providers support more and more Fortune 1000 and Global 500 giants, many of who are direct competitors, the issue of overuse, and consequently, security, come into play. While working with a more experienced and renowned company may seem more safe, companies like Credit Suisse, who are dealing with very sensitive, private client information are turning to smaller, “less risky” providers to work on their projects.

Especially in a struggling economy, business needs are at the crux of what ultimately closes a deal and ends in a successful sale. As a sales rep selling technology, understanding your prospect’s business needs enough to align your solution with their specific plights is the key to closing business. As it turns out, sales reps aren’t the only ones that might be overlooking these broad, strategic business pains in the process of their efforts to sell technology.

With ideas of public and government funded healthcare on the rise, insurance providers, more than ever, need to find new ways to innovate their technology to remain competitive. Seamless, dependable patient care is absolutely crucial in the insurance industry, and the amount of data behind each and every patient is not only extensive, but incredibly valuable and also irreplaceable.