Custodians are Important

Custodians are important.  Imagine how your office would look if no one ever cleaned up, took out the trash, vacuumed, or wiped off tables after an all day board meeting.  It would be disgusting.  Things would get so bad after just one week that you would probably move your office back home. Influencers in the […]

Demotion!

Influencers may be buying features, but budgets are being approved to buy one of the four things.  When sales training programs urge sales to call high, they are asking them to talk business-to-business people, and these four things should be central to the discussion.  When they’re not, the discussion is short, often hijacked by a […]

Thoughts on Power Point

When do you use Power Point? As far as sales calls go, I am not a Power Point Fan.  While PowerPoint is a powerful tool when used incorrectly it can put an audience to sleep, kill discussion, and alienate your audience.  On the positive side it gives a sales person the ability to display diagrams […]

Being Nice and Losing Big

Here’s a great example showing just how much you lose when you discount services or consulting efforts. Let’s assume you quote a job, fixed price, but calculated by estimating your time.   Here are some considerations you use in your quotation process: 1. Engineering rate: $150/ Hour.  (example rate). 2. Company’s published burden rate: $75/ Hr. […]

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 […]

When Calling High is Painful

Sometimes calling high (meeting with CIOs), works out and you get the deal. Other times they make you feel stupid and treat you like dirt.  When this happens, remember: You are a profit center (if you are in sales), they are a cost center – overhead You get paid on commission, generally commensurate with the […]