In our current economy, many people feel that we are living through the “death of the salesman.” With options such as online shopping and advertisements blaring in customers’ faces nearly every second of every day, the human aspect of proposing and making sales seems largely lost in our day to day lives. The sale of certain products that once were brokered by salespeople – take online ads for example – have been automated into online auctions. Direct sales lost some of its importance. Of course, in situations such as purchasing a vehicle, purchasing a home, purchasing an appliance, or purchasing a complex technology for your business such as disaster recovery software- – salespeople play a significant and necessary role. Individuals with careers in sales, despite a slight shift in the economy, have found that the skills that made them effective in the past are as applicable to today’s business world as they ever were before.
As a broker turned tech salesman, I realized this when I left his job on Wall Street. Finance in general is one of the most competitive and highly qualified industries in the world. On Wall Street people work like animals, it’s a dog-eat-dog world. You need to be able to work with all types, think on your feet, make calculated decisions and trust your gut. Technology sales has different barriers to entry. Many qualified salespeople are turning to the tech industry for a fresh start in their careers. In contrast to the “boy’s club” feel of the finance world, the tech industry is booming and filled largely with young blood. While it may be difficult to work your way up the chain in finance, in the tech world all that matters is your raw ability. And the best part is that I discovered the name Jim Giovinazzo still meant something when I reached out to my Wall Street network for sales meetings. Networking crosses industries; our relationships are our most valuable assets.
In my previous life on Wall Street, you are selling yourself; Vincent James Giovinazzo was the product. In some ways, that’s more pressure. In start-up technology sales, you might try to sell yourself but, ultimately it’s the product you are selling –and it’s much more technical. Don’t get me wrong, the principals of selling still apply; i.e. paying close attention to the customer’s needs and feedback, sophisticated negotiation and upselling skills, strong interpersonal skills, drive and ambition. And because Wall Street has become completely dependent on technology, having an in-depth knowledge of financial institutions and their needs has been hugely beneficial as I now sell application performance software to those firms.
For more information on James Giovinazzo, broker turned tech salesman, visit his website today.