The Movie-Star Experience

Growing up, I thought like many young boys, that being a movie star meant they actually experienced what we see in movies.  In case you still think that, it’s far from true.  On my recent trip to Australia, I had another opportunity to watch a motion picture in the making.  If you’ve never done this, […]

Making Money with Security – Online

There are only 8 seats left in my January Virtual Workshop – don’t miss this! We’ll be covering the materials from my most popular workshop, Making Money with Security….all through an Interactive Webex format… [Click for more info and registration] 1. Security provides the most effective means of attracting executive level clients and the primary […]

Companies Choose Who They Buy From

Companies choose whom they do business with. Executives choose their advisers while IT has theirs. Who will the IT person choose to do business with?  Someone they enjoy eating lunch with, someone they can control, or perhaps someone who becomes a source of sound education.  Who in your organization can meet the last demand? How […]

Vendor or Advisor? The Green Lawn Gets It.

When the guy comes by to cut my lawn, he’s a vendor.  If he suddenly becomes an expert on soil conditions, timing of treatments, pros and cons of various products (including organic options that build the soil over time), he’s on his way to a bigger payday; he’s becoming an advisor.  A few years ago […]

Sales People Must Become Consultants in 2011

Old School Selling Product knowledge used to be a key part of the sales role.  “Tell me what you have, how it works, features, benefits, etc.”  Google has changed all of that.  Today the purchase starts with Google.  Since most high-tech sales are done by referral and lead follow-up, the prospects tend to be people […]

The Professional

There’s been a raging debate in one of the forums I follow – “Can anyone be a great sales person?”  It’s a loaded question with no clear answer, and the back-and-forth comments show a split among numerous contributors.  The problem with the question is, it leaves too much to the imagination.  There is no context; […]