Getting the best out of your data vendor

Abstract

Sets out an approach to managing the relationship between information manager and vendor sales representative. Describes some ill-advised sales scenarios and the pitfalls they present, highlighting common misconceptions held by inexperienced or poorly trained sales people. Proposes a solution based on the information manager creating a sales approach document that spells how they wish to be sold to, emphasizing the need to create a good relationship from the outset and ensure that all communication is authentic. Provides a detailed health check for sales representatives, covering communication, style and approach, service, building a relationship, best practice, and dos & don'ts. Concludes with complementary advice to the sales professional and the information manager on how to develop a good sales relationship.