I’m the only account manager for a data center and networking startup. I am responsible for selling dedicated, hosted, and VPS server solutions, as well as other hosted services (QuickBooks, Exchange, etc.), and managing those accounts.
Primarily I receive warm leads from our CRM web system, and it is usually fairly easy to accommodate a customer’s inquiry when they are already interested. What I need help from (especially from more seasoned tech sales folks) is how to go about selling and marketing to our target audience, small to medium sized business / enterprises (SMEs).
I really would like to focus on selling more dedicated servers as these are more profitable and we have plenty of square footage to accommodate many more clients.
Focus on the features, like location of your data centers, full ssh and root access, etc.
By the way, I think most potential customers know that dedicated means managed, but for some small / medium enterprises, they might having problems in setting up their servers, although dedicated servers mean that they having trouble, you support them. So, basic documentation appears to be important in this aspect.
Other important point is pricing, i.e. the dedicated server plans. Choices of Linux distro or Windows server availability is also important here. I based in Asia, customers prefer Windows platform for the dedicated server.
Reputation of your dedicated service, craft a social media strategy and works on it.
on: 10th May 12