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.

Crafting rock-solid positioning statements is essential to qualifying and closing a sale. The statements should also incorporate your product’s value propositions; they must relate to the problem or opportunity you’re trying to solve for the company. Creating positioning statements can be very difficult if you don’t have correct knowledge about the account you’re trying to close. Utilizing sale intelligence resources and asking the right questions are the best ways you can collect information about a company.