I was recently talking with an account manager responsible for breaking into a large fast food chain. He could have brought in his PowerPoint slide deck riddled with company statistics, product offerings, roadmaps, and perhaps a list of customers currently using his product. If he had, he would have looked just like everyone else calling […]
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 […]
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 […]
Several companies ago, one of my employees, our security practice manager, made the comment, “Eventually everyone realizes that security is the place to focus.” He is right, just about everything hings on security when it comes to technology. You can have all kinds of ROI, operational efficiency gains, etc. But if it’s not secure, it […]
High Tech Business Growth 