A blog by Atle Skjekkeland

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How to Sell Solutions to Business Leaders

Posted by Atle Skjekkeland on Oct 29, 2015 6:46:23 AM

It's time to rethink your sales approach. Forget the solution, - it's all about education and insights. 

  • Many organizations need a digital transformation – they need to improve customer engagement and business productivity.
  • The SMAC stack (Social Media, Mobile, Analytics, and Cloud) allows you to disrupt the market – for example, the evolution in cloud computing pricing makes it easier to justify replacing existing on-premise solution.
  • IT investments are changing from IT to BusinessGartner claims that the business currently control 35% of IT investments, but this will change to 90% by 2020.
  • Business Leaders want to be educated - AIIM research has found that 75% of business leaders are willing to meet with new sales reps if they can provide them with new business insights
  • Consumer IT is impacting how buyers evaluate enterprise IT – they want according to R Wang from Constellation Group solutions that are simple, sexy, smart, scalable, secure, and safe. 
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Topics: solution selling, ecm

Dear Solution Providers: Please Provoke Me!

Posted by Atle Skjekkeland on Sep 19, 2014 6:43:00 AM

The buying power is changing from IT to the business, and the business is changing how they find, evaluate, and buy solutions. It's therefore time to rethink your competencies for selling information management solutions. You need to provoke me to get my attention, and then educate me in how to transform my business. Share data and facts, not just opinions. 

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Topics: solution selling

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Welcome to my blog. My name is Atle Skjekkeland, Chief Evangelist at AIIM – the Association for Information and Image Management.

I am a modern day Norwegian viking fighting for how to best use technology to transform businesses. Join me explore how technology and information can be used to create a new reality, add value, reduce costs, or manage risk.

I have for the last 9 years lived with my family in "Vinland" - this is what the vikings used to call America when they discovered this continent hundreds of years before Columbus. But even vikings get homesick, and our new home is now in Kristiansand, Norway.

Join me to explore how to best transform businesses to become digital businesses. If I can help, contact me at [email protected].

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