Creating an Effective UC Value Prop – Using Discovery

In a recent sales opportunity we (the seller and myself acting as a sales coach) were charged with providing a competitive quote on unified communications (UC) products.  The company already uses UC, so the quote is simply an upgrade.  The seller assembled the quote, listing all of the necessary hardware, software, and services to move […]

Break out the pricing?

Imagine asking the car dealer to break out the pricing on spark plugs, steering wheel, etc.  And then ask them to walk through the process of assembly with you. Ridiculous?  However, we do it all the time with our customers.  The place were this is most concerning is on the consultancy side. When you buy […]