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. […]

The Phone Changes Everything

Remember when phones were phones? Nobody thought phones would anything more – just a handset tied to a box with a rotary dial. Wireless was neat. Remember when it first came out? You could walk around the house, go outside, and continue working on projects while talking…it was amazing. This weekend was revolutionary for me. […]

Marketing Your Managed Services in 2014!

Happy New Year! Happy New Year! It’s just about 2014…and I’ve been working hard this month to put together some new things for the coming year. One of the most exciting things I’ve completed is my Completely re-engineered Marketing Success Kit, specifically designed to help you land new business in the managed services, security, and […]

Great Marketing Depends on Urgency!

If it’s urgent, it sells now.  Medical emergencies don’t allow people to shop for the best price, the person in need just does it.  That’s why I like using security as a wedge product or door opener.  It demands attention when we can find something urgent; it might be a compelling event or an impending […]