Inductive Automation Blog

10. Handling Objections

Lauren and Shay have invited Director of Sales Melanie Hottman to discuss handling objections from customers when selling Ignition. Melanie says to view objections as an opportunity to connect with the customer, understand their frustrations, and ultimately find a solution for them. Melanie covers the common concerns that come up during a sales call including budget issues and timelines. Melanie shares ways to resolve technical concerns, get the customer motivated, and build trust. Hear her recommendations for customers requesting a proof of concept or real-world validation. Learn to do your homework on a customer, use your best judgement, and make them remember you.

6. The Presentation: Sales Overview

Lauren and Shay sit down with Senior Account Executive Vannessa Garcia to guide us through the sales presentation. This is Part 1 of 2 where we learn about introducing the company, the Ignition platform, highlighting case studies, explaining the module stack, and sharing Inductive Automation resources such as IU. Vannessa guides us through her presentation of Inductive Automation and Ignition by utilizing the company website. She tells us what information to gather about the customer upfront, brings up key points to mention, ways to showcase Ignition’s value and credibility, and common questions customers ask. She also shares a breakdown of the pricing, the support forum, and important information that some customers tend to overlook.

5. The Discovery Call

Lauren and Shay have invited Senior Account Executive Myron Hoertling to cover that first sales interaction when you are introducing Ignition to a new customer. Myron shares why you should never stick to a sales script, what you need to learn from potential customers initially, effective engagement methods, and strategies to discover their needs. Myron provides many tips he’s learned over the years including how to answer questions effectively, educating people on the software, catering to a wide variety of client personalities, not having preconceived notions about who you’re talking to, and turning conversations into valuable relationships over time.

3. Understanding Customer Pain Points

Lauren and Shay invite VP of Technology Colby Clegg to talk about solving industrial pain points. Colby shares what those pain points are, how Inductive Automation is solving them, why they are critical to our foundation, and ways to use them as selling points for Ignition. Colby stresses the importance of getting information into people’s hands quickly and shares ways to overcome challenges to getting buy-in. Colby explains how the pain points will evolve as systems scale and technology grows, and where IIoT and Industry 4.0 fit into this. Learn how Ignition is unlocking innovation without limitations, saving users time, money, and energy.

2. Our History and Our Future

Lauren and Shay are sitting down with the founder and CEO of Inductive Automation, Steve Hechtman. Steve is here to discuss Inductive’s foundational values and how the company has been shaped by solving pain points. Steve shares how his experience as an integrator informed his decisions about what the market needed, how integrators should be treated, what Ignition should be, and why we need to stick to our roots. We get a deeper dive into our company’s unique licensing, ethical, technology, and business models. Steve also shares his favorite module and tells us if Inductive Automation turned out to be everything he wanted it to be.