Consulting Skill Required for Success

Consulting Skills Needed Speaking In Buffalo, NY this Morning – This ship (above) sits right across from our hotel! If you want to succeed in selling technology solutions, there are a variety of skills sorely lacking in most technology sales organizations. Today I’ll be meeting with Ingram Micro’s Advanced Solutions Team in Buffalo, NY exploring some […]

Wasting Time Cold Calling

What’s Your Conversion on Cold Calling Prospects? Ask your peers – the successful sales people are probably farming accounts they’ve had for years.  Others have a different strategy. No one wants to hear from a sales person they don’t know. I’ve had several coaching calls this week with sales people who are either new with […]

From Vendor to Adviser Webinar Follow Up

A couple of key points from today’s webinar: 1. The discovery process deserves some re-engineering.  It is by far the greatest accelerator you have once in the account, and is the thing that will take your team from being a vendor, to being seen as a strategic adviser.  Don’t miss this point – don’t assume […]

The Winter Haven Pizza Experience

Well, we completed the first phase of our marketing strategy yesterday, but more importantly, I was delighted to find that Winter Haven, FL, has some great pizza!  Who would have guessed…Not sure of the name of this place, but it’s right next to Arabella’s, another great place to eat if you enjoy Italian food (we […]

Vendor to Adviser

If you missed my teleseminar last week on moving from Vendor to Adviser…Here are some examples of how I’ve turned mundane deals into profit-rich, consultative relationships: A firewall upgrade opportunity referred by a vendor/partner turned in large profit and product.  Rather than going in with quotes and features, I presented cybercrime trends to an executive […]

This is NOT Consultative Selling…

Selling installation services along with your product is not consultative.  Neither is training, RFP responses, fulfilling orders, or selling to those who already know what they need.  Most of these things are sold on price alone.  There may be a hint of existing customer loyalty, but in today’s economy, don’t expect that to last.  If […]

12 Things that Define Consultative Sales People

Twelve things that define a consultative sales person 1. They improve the client’s position – a business level improvement. 2. Product is never the business driver; it is simply a tool being used in the improvement process. 3. Money is not at the center of negotiations, likelihood of successful improvement is. 4. Discovery is an […]

Things that Command Higher Fees

What allows a company or individual to command higher fees?  I’ve written various posts over the past few weeks on fees, and yesterday, I commented on setting higher fixed fees vs. totaling your projected hours and presenting a fixed amount (this generally leads to underestimating and a decrease in project GP).  But what allows a […]

Raising Entrepreneurs…quotes from the week

We’re back from a week of home school training – but along with great ideas for schooling comes some great thought provoking business concepts from the sessions I attended: We need to be writers – writing forces you to think precisely.  This in turn enables you to speak persuasively.  Whether selling or running a business […]

2010 Key Sound Bites for Selling

They all say they’ve got it covered…no one does!  Here is a summary article from one of my contacts at DiData…great info, thanks Matt. http://www.msnbc.msn.com/id/37115813/ns/technology_and_science-security/#storyContinued Summary: “Our systems are probed thousands of times a day and scanned millions of times a day,” – speaking of government defense systems… “We are experiencing damaging penetrations — damaging […]