Mumbai – Day 4: Working on the Message

Yesterday we completed day 2 of the Making Money with Security workshop – working on messaging.  Wherever I go, there seems to be a disconnect between marketing and sales…at some point in the value proposition development portion of my workshop, I ask someone to show me what they would deliver if given a high level […]

I’m Not a Speaker or an Actor…

The most frequent comment I get when talking about the need to memorize or practice sales calls is, “I’m not an actor”.  In fact I received a Tweet reply this morning stating, “Sales people who talk like robots irritate customers”.  Both statements are true, however these comments miss the mark. The most irritating sales call […]

The iPad is Here

When little gadgets like the iPad command greater attention than just about anything you sell, the technology business is in trouble.  That is, unless you have something greater than the product to vend.  It was bad enough that half the emails I was receiving said they were sent from the iphone (which we Verizon customers […]

If they’re not great…what are they?

We completed day two of the Mastering Boardroom Presentations workshop in Raleigh.  One major observation everyone seemed to come away with – almost every corporate overview needs major re-engineering.  If your prospects aren’t “wowed” by the material you present in the corporate overview…what are they?  Are they recommending others see it?  Do you hear comments […]

Leveraging the Power of the platform

We completed day one of Mastering Boardroom Presentations, in Raleigh.  As I’ve said before, the presentation always seems to be the weak link in the sales call.  If you want to increase sales, perfect your message, and become the best at presenting in!  Some the key take aways from today’s participants were: 1. “Focus on […]

Value Proposition Workshop Recap

We wrapped up our Value Proposition workshop at BMC today, working with BMC partners on messaging and executive level conversations.  A few key points from our discussions: 1. Product opportunities simply indicate that justification has already been made.  If you didn’t create the justification, you’re likely competing on price (unless you already own the product […]