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. […]

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 […]

2010 Key Sound Bites for Selling

They all say they’ve got it covered…no one does!  Here is a summary article from one of my contacts at DiData…great info, thanks Matt. http://www.msnbc.msn.com/id/37115813/ns/technology_and_science-security/#storyContinued Summary: “Our systems are probed thousands of times a day and scanned millions of times a day,” – speaking of government defense systems… “We are experiencing damaging penetrations — damaging […]

Success With Marketing Events

Social networking is a great marketing tool; no doubt.  Marketing events are equally as good…both require precise execution.  Tomorrow I’ll be speaking to 40 decision makers in Richmond VA.  These are largely new prospects – how did we get this audience and what will make tomorrow a success? Practice!  The sponsoring company and I have […]