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 […]

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 […]

Are You PCI Aware?

This week the PCI council has posted updates to implementing PCI compliance.  As a solution provider you should be aware of the 12 areas for PCI DSS compliance and the council’s recommended approach.  As you review this remember that Heartland was compliant, yet vulnerable.  PCI compliance does not mean a company is secure.  In fact […]