Great Books Contribute to Great Sales Calls

Our last session in the Making Money with Security Class (Online) is tomorrow.  I’ve had some great interaction with attendees over email and some phone this week, and value the questions and ideas that will improve both of us.  Yesterday  I was asked, “What should I be reading?”  Here is a short list of some […]

The Numbers Game

Time and Material billing focuses on dollars for hours, methodology focuses on process, and features focus on product.  All of this leads to a price sale.  From there expect to be sent to purchasing, pressed for discounts, and pushed off to the end of the month.  I love Michael Bosworth’s explanation of negotiation.  Once you […]