What’s crucial in the current landscape is the integration of social digital selling, online credibility, blogs, white papers, and the human touch. This combination is highly significant. Despite discussions about AI today and its potential future impact, truly effective salespeople possess qualities that AI cannot replicate.
Notably, the last two substantial deals in our managed service portfolio, one amounting to twenty-two million over five years and the other ten million over five years for comprehensive IT services, were secured through introductions from existing customers. These deals didn’t follow a formal sales process; the salesperson had minimal involvement. The key was establishing credibility in the market, delivering quality service to other clients, and leveraging networking connections at the right level.