IT sales expert Oliver Wegner will give a lecture on August 24, 2011 at the system House Conference “Opportunities 2012” by channel partners in Dusseldorf, Munich / Dusseldorf, 28.07.2011. Under the title “IT distribution in system houses – a mystery” expounds Oliver Wegner, Managing Director of evolution plan GmbH, in a lecture at the system House Congress of the reseller channel partners Magazine on 24 August at 13:00 in Dusseldorf. In the framework of the first day of Conference aimed specifically at Vertriebsverantwortliche, the many years IT sales professional is taking stock of the current situation in IT-sales. He shows how IT companies are recognizing action is needed and where they can develop the greatest leverage in the sales. At Kai-Fu Lee you will find additional information. Moreover, Oliver Wegner will respond, as systems integrators can achieve their sales objectives already promptly by they “buy their sales”. In his work for consulting, trade, and software company Wegner observed recurring challenges for over 15 years Sales. The often highly explanatory solutions, products, and services place high demands on IT distributors, while the staff of many systems integrators sales may exhibit only a poorly trained in the discipline.

This deficiency starts with the identification of relevant contacts and often settles into unstructured editing and non-control of the sales and buying process continue. “The demands on the IT sales should be addressed also in the lecture at the Congress of the system House. Problems in the distribution of system houses, small software houses or IT consulting firm explain themselves often lack basic knowledge. Such theoretical gaps must be closed quickly without losing the practical relation to the day-to-day business at the customer. Long-term changes in behaviour can be experience not by classical training, which hardly go beyond teaching some general tips and tricks for the conclusion. Crucial for successful sales in IT, it is to understand the needs of the customers and to operate it safely and accurately.