Technology companies: prospecting tips

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The most competitive segment in Brazil today and which moves a million-dollar sector around the world, technology companies bring several services that contribute to the technological evolution of the market .

Because of this social importance, the task of prospecting and selling more becomes difficult and intense for this sector!

Yes, even though we know that all segments today are looking for technology companies to improve and modernize their operations , not everyone has the right profile for this.

This is where the difficulty that many companies in the technology sector face comes in, and many even choose to sell only in their own segment for this reason.

So, we are here to try to guide these companies when it comes to prospecting, our specialty !

And we will bring real examples of how to get around this Canada telegram data problem and many others that we have listed as the main ones within the technology segment. Want to know more?

Come on, stay with me!



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Reading time: 10 minutes

You will read about:

Why technology companies?

The main mistakes when prospecting

4 foolproof tips for technology companies



Why technology companies?


As I said, it is a competitive industry, but that is not the only reason why we are working on this subject directly with technology teams. Hackeando Processos' focus and, therefore, our largest segment served is technology !

We have been monitoring and solving the main obstacles and impasses that these teams face today for over three years . So, nothing is more relevant than bringing you what we have seen as recurring over this time!

We have the solution and that is what I came to show in this article.

So, if you want, learn more about our work , who we serve, what problems we solve and what people say about the experience of having our team helping to change the scenario and make it work !

Click here and find out who the Hackeando Processos team is!



The main mistakes when prospecting


Well, without further ado, we have listed the 3 main prospecting mistakes that cause problems for technology teams. They are:



1. Focusing too much on the solution and not enough on the pain


Of course, at some point during the sale, you will have to talk about your product, its benefits, and convince the lead to buy it. But this shouldn't be done right away.

Therefore, the first mistake is to make a pitch (script) that is too focused on saying what your service has and forgetting the most important thing: making sure the client understands that they need it!

So, here’s a first tip: read our article on how to create a sense of urgency in your customers and implement it in your prospecting process!



2. Qualify leads based on technical aspects only


Searching for the wrong person, not qualifying the lead and scheduling a meeting without evaluating it is a common mistake among prospecting companies in general. However, the problem in the technology sector is a little more complex: not qualifying the lead based on stage and profile criteria.

In other words, many teams do not focus on capturing a lot of information such as budget, priority and urgency, in addition to not analyzing well whether their solution fits their profile.

Basically, if the lead is from the technology sector, qualification is no longer important and the lead is passed on to the next phase.







3. Not prospecting other segments


Many technology companies, instead of prospecting sectors with needs that can fit into their solution, focus only on the technology area.

Is it wrong? No !

However, it leaves you very limited to just one segment and doesn't give you more options in a market as vast and profitable as products focused on technological tools.

Now, we couldn't leave this information here and not provide any solutions for it, so our greatest talent ! So, stay here to try to correct these errors and sell more.