Vendors! This is How to Sell to IT!

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The number one thing vendors need to hear is, just be straightforward and tell me what the product is. Nix all the marketing terms because I won’t read it and I’ll probably put you on a blocked list. Start with the niche your tool covers, then you can broaden your messaging with what it does and the problems it solves. I get hundreds and hundreds of vendor pitches every day, and who do I rely on to recommend tools? The individual contributors that will be the ones leveraging the tool to do their work each day. Hearing from peers in the industry about how they’re benefiting from the tool and leveraging it in business also carries a lot of weight. People in the industry that love and share your tool? They’re your best salespeople.