Why IBM is so good at selling compared to its competitors

Very thought provoking post here. I quote:

HOW IBM’S COMPETITION SOLD:

• Sales reps typically handled a dozen or more accounts.
• Sales reps looked and talked like failed programmers.
• Sales reps built relationships with engineering managers.
• Sales reps pitched the wonders of their new technology.
• Sales reps helped engineering managers to sell up the line.

HOW IBM SOLD:

• Major accounts got a dedicated sales rep who only serviced that account.
• The sales rep looked and talked like a top executive.
• The sales rep secured office space at the customer site.
• The sales rep took ownership of the customer’s IT results.
• The sales rep enlisted IBM engineers to work with the customer’s
  engineers.
  

In other words, IBM’s sales reps behaved like MANAGERS, while their
competitors’ sales reps behaved like CONSULTANTS.

Actually, i see this behaviour in financial sector sales as well. It is amazing how common it is. And what i find amazing is how little people actually go outside and hit their client sites, be on site, bug the hell out of them. So few sales traders really go and are actually on their client sites, most of their clients are just a voice on the phone. Have they had a decent conversation? how far have they made friends? Very little. Most are so caught up in the technology of CRM, touch dials, profitability analysis and so on and so forth that the basics of going out there and selling has been lost I am afraid.

Here's an idea, how many of your sales people have actually managed to get a permanent pass to their client's premises? The chap who has managed to get it, give him a raise. I realise there are regulatory, compliance, confidentiality, coverage and risk issues, but mein gott!, come on! light a fire!

All this to be taken with a grain of piquant salt!!!