Does the solution fit their business need? If it doesn’t, you should probably go sell somewhere else. A company’s need for something is one of their most powerful buying motivators.
From the buyer’s perspective, need is the reason they have to buy something and must find an answer to solve their need. From the seller’s perceptive, [...]

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.