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In Episode #60 of the Data Center Go-to-Market Podcast, Eckart Zollner of Digital Parks Africa shares invaluable insights on navigating the complex sales journey in the data center industry. You'll learn strategies for building trust with prospects, differentiating your services, and adapting to changing customer needs. Eckart emphasizes the importance of understanding both your own offerings and your customers' businesses, as well as the need to develop technical expertise within your sales and marketing teams. This episode is a must-watch for anyone looking to elevate their data center sales and marketing efforts.

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:52 Introducing Eckart Zollner, Business Development at Digital Parks Africa

1:26 Journey to Business Development for Data Center Operator in South Africa

3:25 How Data Center Sales is Changing to Be Much More Consultative (Trusted Advisor)

6:53 Data Center Decision-Makers, Decision Committees, Buyer's Journeys, and Other Stakeholders

10:22 Data Center Marketing Partnering with SDR/BDR and AE Teams for Brand Visibility and Building Trust

13:37 How Data Center Branding and Differentiation Has Changed in Today’s Marketplace to Be More Educational

16:47 Data Center Operator Differentiation to Move Upmarket and Protect Pricing/Margins

18:25 South Africa Data Centers: Hyperscalers, Global Enterprises, Outsourced Premises, Hybrid and Private Cloud

21:18 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

21:55 Data Center Career Advice for Entry-Level Jobs and Students

26:10 Onboarding New Hires at Digital Parks Africa for a Multi-Skilled Data Center Environment

29:21 Understanding Data Center Clients’ Timelines

31:09 Data Center Clients’ Different Motivations: Industry-Specific Solutions and Communities/Ecosystems

36:15 The Future of Data Center Sales/Business Development: Partnerships, Globalization, Data Sovereignty

41:08 Eckart Zollner (Connect with on LinkedIn) and Digital Parks Africa (Follow on LinkedIn and Website)

42:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

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