Larato asked ICT suppliers to rate how aligned their portfolio was with the needs of prospects. Alarmingly 36% said they were only ‘somewhat’ aligned, and looking at future prospects this fell to 20% ‘somewhat’ and 10% ‘only a little’ aligned.

The market is changing faster than the portfolio. These gaps are set to grow as more tech companies become quicker at getting products to market. ICT suppliers need to realign their portfolio, clearly identifying the problem they solve and making that their sales destination. And that demands a change in how sales sell.

This #HelpMe guide underlines the importance of suppliers realigning their portfolio and their sales process with the needs and expectations of their prospects.

Chapters in this guide:

1. Is the market changing faster than us?
   by David Dungay
2. Equipping sales for change
   by Ian Hunter
3. Incentivising sales in the new market
   by Bart Delgado
4. #HelpMe action plan
   by Dr. Lucy Green

Extract from “I want to change how sales sell” #HelpMe

Customer expectations have evolved to the point where they expect new technology to be instantly available and are prepared to change their fundamental working practices to embrace it. Customers are far more technologically aware than ever but so long as suppliers listen to them and keep a close eye on the market as a whole, they will never need to look elsewhere to purchase. So pay attention to what your customers want and organise yourselves to sell by customer pull rather than sales push.