A Day in the Life of a Tech Sales Exec: Daniel Churches, Sales Director, ColorTokens

ColorTokens’ Sales Director, Daniel Churches, offers some pertinent advice for tech sales execs trying to get the attention of C-suite buyers: know their businesses or get “smoked” by competitors who do.

Churches, who has 25 years of experience in tech sales with companies like Transmit Security, NTT, Tibco, IBM and Verizon, says that despite the nuances around how new technologies are deployed, this core message has never changed.

He says that a seller’s questioning, emails and presentations must convince buyers that “you know their business.”

“That’s never going to change If you’re a sales director with a team that is making an approach to market in enterprise…if you don’t do it and your competitor does, they’re going to smoke you. Those are going to be the guys that are going to win trust and rapport simply because they’ve demonstrated knowledge of the client’s world,” he tells ADAPT.

Churches adds that…