JMF and Successful Demand Generation

I was talking with one of my clients this morning about Demand Generation follow-up.  After inviting and presenting to over 40 potential buyers – executives who have both risk and liability, he is in the process of calling them to schedule next steps.  A quarter of the way through his list and so far, everyone […]

Creating an Effective UC Value Prop – Using Discovery

In a recent sales opportunity we (the seller and myself acting as a sales coach) were charged with providing a competitive quote on unified communications (UC) products.  The company already uses UC, so the quote is simply an upgrade.  The seller assembled the quote, listing all of the necessary hardware, software, and services to move […]

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 […]

Uniquely Yours…

As I mentioned yesterday, when someone requires you to deliver ROI or TCO numbers as part of the red-tape process, the sale really isn’t based on ROI or TCO, but rather this is just a protocol the company has for vetting possible providers.  In most cases they will have a format or model for doing […]

When the Value Proposition Gets Fuzzy

I was recently proposing a training class for a large manufacturer.  My main point of contact wanted the training and had money approved for it. However, they required a certain multiplier as a return on investment(ROI).  Is this an ROI sale?  No, it’s a competitive advantage sale – training is almost always a competitive advantage […]

ROI vs. TCO

A question came in today asking, “What is the difference between ROI and TCO?  Our company uses the terms interchangeably.” This is common…but they really are different.  Here is some explanation: I use the term TCO specifically to mean that it will cost you less to produce the same or better results.  By focusing more […]

Thinking about TCO

Continuing on with operational  efficiency sales tactics from yesterday’s post, the problem comes in when the product or service does not directly relate to a business issue.  This is common with efficiency gains when considering products that relate more to infrastructure. However TCO numbers can play a strong supporting role here; where product doesn’t necessarily […]