Old-School Sales Tactics in Today’s IT World with Bijan Abrahim

Bijan Abrahim is a Senior Sales and Marketing Officer at theITSupportCenter, which provides 24/7, immediate, expert IT help desk support for end users of Fortune 500 organizations. An enterprise sales professional with over a decade of industry experience, Bijan specializes in optimizing sales processes, driving marketing initiatives, and enhancing team performance through cross-team collaboration. With a proven track record in implementing innovative strategies that boost revenue and meet modern sales challenges, he embraces AI solutions in IT support to boost efficiency and the customer experience.

Here’s a glimpse of what you’ll learn: 

• [2:21] Bijan Abrahim highlights the importance of direct communication with IT leaders
• [3:46] Creative strategies for getting attention from busy IT executives 
• [7:18] The necessity of adaptation in competitive cold calling
• [10:18] Strategies for structuring efficient sales systems and processes
• [10:45] Improving recruitment and training in the modern sales environment
• [13:12] The challenges of hiring for aggressive sales roles in an evolving market 
• [16:44] Software versus service sales and marketing tactics
• [31:58] The impact of AI voice solutions in IT support

In this episode…

In this episode of the Tailwind Marketing Podcast, Carlos Corredor chats with Bijan Abrahim, a Senior Sales and Marketing Officer at theITSupportCenter. They dive into how traditional sales tactics like cold calling still hold strong in the tech world despite modern alternatives. Bijan shares his journey, including the challenges of targeting busy IT leaders, the evolving landscape of sales strategies, and the role of AI in customer support.

Resources mentioned in this episode:

• Carlos Corredor on LinkedIn
• Condor Agency  
• Bijan Abrahim on LinkedIn
• theITSupportCenter, LLC: Website | LinkedIn

Quotable Moments:

• “The best way to get someone to know who you are and drive a sale is really just to pick up the phone and talk with them.”
• “Don’t waste your time scouring the web. Just talk to people because someone who works in the company is going to give you much better answers.” 
• “The best way to see where someone’s at is that trial by fire, but it’s also the most pain in the butt way possible.” 
• “Putting a lot of time and effort there to figure out what’s working lets you decide if that recruiting sign needs to be stricter or if the training is to be revamped.” 
• “If I have more time, that means I can invest that back into them, and if they have more time, they can do more calls or research.”

Action Steps:

1. Prioritize phone calls to establish trust and build relationships with potential customers: This direct approach fosters a personal connection and can expedite the sales process. 
2. Sharpen your sales pitch: Develop a concise, genuine pitch that resonates with the decision-makers in IT departments: A clear and powerful message is more likely to capture busy executives’ attention. 
3. Implement a “try, test, and learn” strategy when reaching out to new prospects: Adapting quickly and learning from each interaction helps navigate the competitive sales landscape.
4. Introduce rigorous hiring procedures to attract sales reps capable of active engagement: Finding the right team members is crucial to maintaining a consistent and effective sales force.
5. Explore AI options for support services to provide immediate and efficient solutions: Integrating AI into customer support can save time and improve customer satisfaction.

Sponsor for this episode…

This episode is brought to you by Condor Marketing & Staffing. 

Condor is an ROI-driven digital marketing agency built by entrepreneurs for entrepreneurs. 

Our expert team helps clients identify and execute initiatives focused on business growth. We aim to democratize digital marketing with proven strategies and measurements that guarantee a return on investment by leveraging innovative technologies and the support of our Latin American office.

We provide strategic digital marketing advice, website development, content generation, SEO, performance marketing, social media marketing, CRM and email automation, web analytics and BI reporting, video production, and staffing services.

To learn more about our execution of ROI-focused marketing, reach out to us at CondorAgency.com or email us at support@condoragency.com.