The IT Buyer Has Changed. What IT Leaders Really Want from Tech Partners with Global Consulting Group’s Lara Mayes & Leslie Bonsett

If you are selling to IT leaders and wondering why your outreach is getting ignored, this episode explains the real shift happening inside enterprise buying: the modern IT buyer no longer needs a pitch. They need a partner.In this conversation, Tonya sits down with Global Consulting Group’s Lara Mayes, April Armijo, and Leslie Bonsett to unpack how enterprise technology buying has changed and why traditional sales motions are increasingly misaligned with how IT leaders actually make decisions. Drawing from decades of experience working directly with CIOs, CTOs, and enterprise technology teams, they share what today’s buyers truly value and why curiosity, service, and trust are now the real differentiators in technology partnerships.Together, they explore how information overload, longer buying cycles, and growing internal accountability have fundamentally shifted the expectations placed on technology vendors. IT leaders are researching solutions long before the first conversation. They are managing more responsibility with fewer resources. And they are increasingly skeptical of conversations that feel like pitches instead of support.Throughout the conversation, Lara, April, and Leslie share real-world stories of how curiosity-led conversations turned into long-term partnerships, why emotional intelligence is an operational advantage in enterprise sales, and how service-driven relationships can compound into multi-million-dollar opportunities over time.This episode is not about improving your pitch. It is about redefining what selling looks like in a market where trust is thin and attention is scarce. In this episode, they explore:How the modern IT buyer has evolved and why traditional sales approaches are breaking downWhy IT leaders are more informed than ever before the first sales conversationThe impact of information overload, longer buying cycles, and growing decision committeesWhy curiosity and listening are now the most valuable “sales” skillsHow emotional intelligence shows up as real momentum in enterprise buyingWhy IT leaders are seeking strategic allies instead of product vendorsHow service-driven relationships compound into long-term partnerships and revenueThe role consulting firms like Global Consulting Group play in sourcing and aligning the right technology solutionsWhy the future of enterprise sales will belong to partners who prioritize support, clarity, and trustImportant Links:https://app.technologymatch.com/solutions/it-account-managementhttps://www.linkedin.com/in/laramayes/ https://www.linkedin.com/in/lesliebonsett-smartadvice/