Value-based selling in a disruptive business environment.
The ICT and Telecoms sector faces a number of challenges, particularly around regulatory issues such as The Electronic Communications Amendment Bill and the Competition Amendment Bill.
There is also constant pressure to lower data prices. The ICT market is made up of telecoms services, hardware, packaged software and services and the IDC (International Data Corporation) expects the ICT market in South Africa to decline in 2017-2018, impacted by new market entrants set to disrupt the sector and drive prices down.
Based on this challenging business environment it is incumbent on management to equip the sales force to engage with customers through a diagnostic sales engagement process founded on value- based selling techniques.