10 Worst Sales Tactics of IT Outsourcing Companies

Principal Marc Tanowitz provides insights in this article regarding frustrating sales tactics among IT outsourcing providers. Sample excerpts: “’Some outsourcing sales folk have a knack for selective listening. "Customers have specific requirements, needs and objectives that they expect to accomplish through outsourcing,’ says Marc Tanowitz, prinicipal with outsourcing consultancy Pace Harmon. ‘However, we frequently see [outsourcers] packaging services based solely on their own business needs and approaches.’…Take time to listen to customer needs before launching into a standard pitch. ‘This approach enables providers to align better with what customers are actually looking for and to present solutions in the way that is most meaningful to them,’ says Tanowitz.”

CIO.com