When they Just Can’t Afford You…

No matter how much value you represent, and no matter how well you communicate it, you will find that some prospects/clients, just can’t afford you.  In this economy, expect that number to grow within your current client base.  So what do  you do? Move on!  But remember, every past client, every prospect, and those struggling […]

Social Networking

Some key points from today’s training on Social Media Marketing with and Business Service Management Sales Training with BMC Partners; Sales and marketing must come together – sales people build their own brand Buyers want expert advisers in business service management, ITIL, change management etc.  The sales person can no longer say, “I’m in sales”, […]

Channel Program Everywhere

Lots of channel talk out there…Juniper is revamping reseller training online to address complaints from their channel, Fortinet coming out with an MSSP program, probably in response to the SMB and midmarket growth in managed services offerings – of course all of the AV companies out there are doing this or headed that way, and […]

Success With Marketing Events

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 […]

When Calling High is Painful

Sometimes calling high (meeting with CIOs), works out and you get the deal. Other times they make you feel stupid and treat you like dirt.  When this happens, remember: You are a profit center (if you are in sales), they are a cost center – overhead You get paid on commission, generally commensurate with the […]

New Rules of Marketing

If you resell technology, stop wasting joint marketing funds provided by your partners.  Over a billion dollars in unspent funds are reported each year, meaning there is money available, however, dysfunctional marketing campaigns are destroying the channel’s ability to access this money.  Use this money with a well planned marketing strategy and show a return […]