Just Because Your Message Is Poor Doesn’t Mean You Should be Selling Harder What’s Your Value Proposition? When I look at a reseller’s messaging, I ask myself, “So What?” Is there a compelling reason to buy here? Will the CPA, doctor, lawyer, or business executive care? Or is this message designed for techies without a […]
When You Sell, Are You Lying? Last week I wrote about “5 Things Not to Say” as a reseller…you need a better value proposition but you can’t afford to lie about it. You’ll be found out and it will destroy your business. A good name is hard to establish. It’s harder to recover. What’s your value proposition? […]
What’s Your Value Proposition? Have You Ever Tested it With Customers? Or are you just going off what some other seemingly successful VAR is doing. This business is incestuous. Resellers meet with each other quarterly copying each other’s ideas without actually testing anything. It’s also deceptive. The 1 million dollar reseller looks enviously to the 10 […]
How Long Has Your Company Been This Size? Can You Multiply It? In 1995, I joined a couple of guys to build a new commercial focused reseller. Our vision was big. We were funded by an 8 million dollar CAD-CAM reseller, but we expected to exceed this by 10X… So How Do You 10X Your […]
Want to Sell More Managed Services? Being the Low Cost Provider Never Works… But don’t be the middle priced offering either. There’s absolutely no benefit… Your only option is to move upstream. Kmart, Walmart, Target…they’ve all worked hard to be the low cost provider. And how is that working out? Well, Kmart is closing dozens […]
If People Aren’t Responding to Your Message Keep Reading… Technology Providers Need to Refocus If They Want to Help the Businesses They Serve Last night I spoke to my church congregation on the topic of security. That’s right, at the church. Some were in business, others were students, homemakers, or retired. They listened, asked questions, and […]
How Expensive Is Your Prospecting Strategy? Time is expensive. How many calls can you afford the make to people who don’t care, won’t call back, or who might ask for more time consuming information just to get you off their back? Earlier in the week I wrote about the number’s game. This is the poor advice […]
Are Your MSP Clients Staying? The Average Stay is 5 Years According to Those Deep Into the MSP Offerings So how do you keep clients longer, or avoid having even shorter retention. If you could stop just 5% of your clients from leaving – increasing their lifetime value by one of more years, you would see an […]
What Software Is Really Capable of! And how it affects your future as a technology advisor… From an article that was passed on to me by my father – things to think about…I’ve summarized some points that should get us thinking about where technology is headed, and what you need to know in order to advise […]
Three Things You Can Do To Earn A Seat At The Table Continuing from yesterday’s topic on, Things Sales People Do That CIOs Hate, last week’s keynote also covered three things CIOs really need…and can’t easily get internally. Security Intelligence. Intelligence is the new security buzzword. Not that it’s new. But for years people have […]
High Tech Business Growth 