10 of My Favorite Ways to Increase Fees

Here are some ways to increase fees without penalizing your clients. Measure risk – Impact and likelihood, of a disaster, jointly place a value on it and set your fee accordingly. Look for problem areas that consistently show up across the companies you do business in.  Come up with solutions and use this material to […]

When More Deals Lead to Bigger Loses

Traditional thinking says that more sales will lead to a higher income.  Here is one more example demonstrating the deception in this type of thinking.  I frequently come across sales people working for smaller VARs, selling into small mom & pop companies.  These customers don’t spend much, so the deals are smaller, yet the VAR […]

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 […]

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 […]

Do you Create Business or Just Fulfill It?

Do you create business or just fulfill it?  Look at your pipeline…where do your deals mostly come from?  Referrals?  Referrals are good, however, there just aren’t enough of them.  When the economy is weak, companies cut back on expansion, decision making moves higher up the ladder, and sales cycles lengthen.  Only those who are able […]

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 […]