At The DropBox Office

The Important, But Difficult Transformation… From Vendor to Advisor Last week I had the opportunity to meet with Ingram Micro’s Datacenter Advisory Board to discuss the important transformation: From Vendor to Advisor. Meeting at the DropBox office in San Francisco (Amazing office space!), I covered five key areas of transformation. But one important one, every sales […]

Process Creates Profit

Are You Maximizing Profit w/ Process? Sales Is a Process That Must Be Built and Perfected It’s tempting to wing it – shoot from the hip. A small percentage of sales people just seem to hit it out of the park without thinking or strategizing beforehand. But process always outperforms the average. Jim Collins, in […]

Are You Getting The Most Out of Security

Ransomware, ID Theft, Hidden Attacks… This is the time to be investing in security services. Find Out How You Can Turn Your Technology Reseller Business Into a High-Margin Profit Machine…  On March 31st, Check Point, in partnership with Tech Data will be hosting a special LIVECAST event where I will be sharing key strategies that […]

Great Technical Skills Don’t Sell

How Technically Savvy Are You? Is This Winning You New Business? It would seem that if you really know what you’re doing technically, people will buy from you. Unfortunately that’s not true.  IBM showed us a long time ago that sales prowess outsells technical savvy every time. Look at companies like WellFleet, Sybase, and DEC. […]

5 Things Sales People Do That CIOs Hate

Last week I spoke to the High Performance Technologies Sales Team… Delivering a Keynote on, The Secrets of High Priced Consultants…lessons I’ve learned from the Big Six and others, who know how to call on C-Level Executives. There are 5 major disciplines I see high-priced consultants mastering.  For instance, they sell one of 4 things […]

My Worst Sales Call

What was your worst sales call? I remember mine… After working hard for months to gain access to the decision maker of a large healthcare company in South Florida, I finally had my chance…a meeting with the CIO. My current contact, the IT Director, set up this meeting.  When I arrived it was just the […]