Meeting today with a group of entrepreneurs – some key points from this discussion group: 1. Most people charge too little…that’s right! Your client gives you the sob story about how they can’t afford it. In fact there’s a value disconnect and a natural tendency to want a discount. Hold your ground, you can’t afford […]
Notes, comments, and reminders from our partner security workshop in New York City…keep these things in mind. Most deals are lost when you fail to communicate value before providing price Budgets are lost part way through the deal when the focus is on product, or even data value. There must be a measurement of likelihood, […]
After attending and speaking at dozens of channel partner meetings and hundreds of reseller workshops I’ve had opportunity to interview and speak with many business owners and sales people on the topic of value – just how much value is there in attending these events. Listen to what I’ve learned about channels, resellers, distributors, and […]
Social networking is a great marketing tool; no doubt. Marketing events are equally as good…both require precise execution. Tomorrow I’ll be speaking to 40 decision makers in Richmond VA. These are largely new prospects – how did we get this audience and what will make tomorrow a success? Practice! The sponsoring company and I have […]
