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A Day in the Life of a Tech Sales Exec: Anita Sheridan-Roddick, Group Sales Manager APAC, Seccom Global
Jul 16, 2024 | 3 minsSeccom Global’s customers are sometimes getting set on a particular technology without clearly articulating their organisations’ desired outcomes.
Anita Sheridan-Roddick, Group Sales Manager at the managed security services provider, tells ADAPT that this leads to a misalignment of expectations and misunderstandings about what a particular solution can realistically achieve.
Sheridan-Roddick says that vendor marketing can be at fault. The pandemic also gave customers more time to research technology solutions.
“[This] is wonderful because you have knowledgeable customers, but sometimes we just confuse technology with an outcome. It’s [about] making sure as sellers that we are across the whole stack of buyer personas within an organisation to make sure that we truly understand the outcome and we can help drive that,” she says.
Competing priorities are leading to unclear and sporadic communication and requirements in a fairly flat Australian economy where customers are taking a bit longer to ink contracts.
“Our…