Joshua Feinberg and Patricia Alvina discuss the challenges data center sales professionals face in engaging multiple stakeholders in complex enterprise sales.
They highlight the lack of formal sales education within higher education and the difficulty of understanding the intricacies of the data center industry, which involves various stakeholders such as operators, technology companies, and real estate firms.
Patricia emphasizes the importance of comprehending the organizational structure of large companies and addressing their specific pain points and KPIs.
Joshua notes that this complexity can be overwhelming for new entrants into the field, suggesting that experienced professionals can provide valuable career advice to aspiring salespeople.
This video is excerpted from the podcast Ep. #42 Patricia Alvina, Sales Manager ASEAN at Siemens Singapore | Data Center Go-to-Market Podcast.
Action Items
- Understand the different types of stakeholders involved in the data center industry and their respective roles.
- Identify each stakeholder's pain points, concerns, and KPIs to tailor the sales approach.
- Seek career advice from experienced industry professionals to navigate the complexities of the data center industry.
Outline
Understanding Stakeholders in Data Center Sales
- Joshua Feinberg highlights the lack of formal programs in higher education related to selling, especially for those early in their careers.
- He emphasizes the complexity of large, considered projects involving numerous stakeholders that can take months or years to complete.
- Joshua points out the challenge of winning over multiple stakeholders over a prolonged period.
- He notes that it is crucial to understand the different types of stakeholders, such as operators, technology companies, and facility companies.
Navigating B2B Sales in the Data Center Industry
- Patricia Alvina discusses the B2B nature of the data center industry, where large companies interact with each other.
- She stresses the importance of understanding the organizational structure of each company to communicate effectively.
- Patricia advises not to worry about making mistakes initially but to focus on understanding each stakeholder's pain points, concerns, and KPIs.
- She highlights the need to help stakeholders achieve their KPIs to build trust and establish successful relationships.
Challenges for New Entrants in the Industry
- Joshua Feinberg acknowledges the difficulty new entrants face in understanding the various facets of the industry.
- He expresses his admiration for young, aspiring individuals seeking career advice.
- Joshua notes that by mid-career, people usually become better at navigating the industry's complexities.
Resources
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