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A Day in the Life of a Tech Sales Exec: George Dragatsis, A/NZ Enterprise Presales Director and CTO, Hitachi Vantara
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A Day in the Life of a Tech Sales Exec: George Dragatsis, A/NZ Enterprise Presales Director and CTO, Hitachi Vantara

Aug 13, 2024 | 3 mins

Existing and prospective tech buyers want the most adaptable and relevant solutions, but most of the time, their decision to purchase comes down to a dollar value.

This is the view of Hitachi Vantara’s Enterprise Presales Director and CTO, George Dragatsis, who says that although cost is important – particularly as CFOs look for savings in a flat economy – extrapolating and analysing data shared by customers that highlights their challenges is also vital.

Dragatsis tells ADAPT that sellers need to run through a “deep and meaningful” assessment with customers to understand where their problems exist, the implications of those issues and the need for a payoff.

“Once we understand that, not only technically but also commercially, we are able to understand what the data is telling us…and have a meaningful conversation in which we can consult and advise back and provide the right direction for our prospects and customers.”

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