Windows 10 – Could Be The End of Managed Services

Windows 10 Is Here – So How Will This Affect Your Managed Services Business Over the Next 12 Months? Resellers – I’m talking about the SMB VAR that has converted most of the business to managed services. There are many; if you’re a VAR, it’s you and your competition. Since the late 1980’s, when Microsoft Windows first appeared […]

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Cisco Webinar Question: Why not Competitive Advantage?

A couple of attendees emailed questions regarding competitive advantage…following Wednesday’s Cisco sponsored webinar.  I thought it might be helpful to address this here: (Q) Why is Operational Efficiency or Risk Mitigation easier to sell than Competitive advantage? First, it’s important to note, I did not say you can’t sell using competitive advantage as your value […]

Best Buy: Another Marketing Lesson in the Making

Several people commented privately on yesterday’s blog post featuring the iPad…the writing is on the wall.  People like iPad, they like Apple, they like simple, mobile, easy to use, and the status of being an Apple user.  It’s cool to have an Apple…and as I attend sales  meetings and conferences as a speaker, those in […]

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 […]

Controversy gives the presentation power

Love him or hate him – you’re forced to make a choice.  Even the bad press gives the seller pictured here more fame and reputation.  He wins from both sides.  Remember what Seth Godin says, “Obscurity is your biggest enemy.” When you present the obvious,  lack any differentiating opinions, and look to please everyone, you […]

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 […]