Working with IT companies, the same problems show up again and again. They look small, but together they cost the company hundreds of thousands in sales. Here are the seven most common ones.
1. A marketing team that doesn't understand IT
If the marketing team has no understanding of IT, the result is template, unclear content and offers. Someone who doesn't grasp the product's real value can't sell it well — they only make "pretty" content but don't speak the buyer's language.
2. A salesperson clueless about IT — or about sales
The second problem is a salesperson who knows nothing about IT, or an IT expert who knows nothing about sales. Such a person can't correctly identify the customer's pain: they either just "push" their product or don't know which IT solution the customer actually needs.
3. A non-automated sales department
The most ironic case: an IT company sells solutions that automate others, yet its own sales department isn't automated. As a result, just quoting a price to a customer drags on for up to 2 months — and in that time the customer goes to a competitor.
4. No R&D — the reverse order
A company without a research and development function builds the product first, then checks whether there's demand. The right order is the reverse: study the market and demand first, then build. Otherwise, months of resources go into something no one asked for.
5. No budget, or budget spent wrong
This is the main problem. No budget is allocated to marketing and advertising at all; and when it is, it's spent without measurement, incorrectly. Money goes out, results don't show — because which channel works is never counted.
6. No good case study, or it can't be sold
Even when a company has good results, they aren't packaged into a proper case study and used in sales. Yet a real result from another client is the strongest trust signal for a buyer. Without cases, you're only selling a "promise."
7. No brand or positioning
Concepts like brand-building and positioning are left aside — the company lives only for "today." As a result, no one remembers it and price becomes the only competitive weapon.
Conclusion
The common root of these 7 problems is one thing: treating marketing and sales as separate, random tasks rather than a system. Turn them into one connected system — an IT-literate team, automated sales, measured budget, and strong cases — and those "hundreds of thousands" open up.