Where PowerPoint Shines

Where does PowerPoint Shine?  I use it when speaking to large audiences, educational marketing events, or going through the details of a project plan for a larger group. In the first case, slides can be used as long as you don’t lean on them.  They provide a backdrop to you as a speaker.  This is […]

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 […]

All Budgets Lie

No budget!  How many times have you heard these words?  “No one has budget, there’s no money to spend, we have to wait until next quarter…”  So just go back to the office and tell you sales manager to hold off on selling until Q1.  No problem, I’m sure they’ll understand.  Meanwhile, can you raise […]

Speak the C-Language

In a coaching call I had yesterday I was asked,”How do we communicate more effectively with business owners and executives?  We’re constantly being sent back down to IT.”  This is a common question and one worth commenting on.  Language has a lot to do with it… (I know, it’s the second gun picture this month…and […]

Sound Bites to Rock Your World, and Your Client’s

Remember the sound bites….bits of information that come from credible sources like the Wall Street Journal or other mainline news sources.  I prefer ones that IT does not frequent – it widens the gap between what you know and their ability to hijack an executive level meeting.   A few pointers on sound bites: I mostly […]

become a hacker – order now!

Yes, China and Google are dominating the news with filtered searching and email break-ins.  This is bad for cloud computing as noted in my Saturday post.  Keep your eyes on this as you talk with clients about cloud computing options.  The fact is, you can’t trust your data with someone else at this point and […]