Consulting Skill Required for Success

Consulting Skills Needed Speaking In Buffalo, NY this Morning – This ship (above) sits right across from our hotel! If you want to succeed in selling technology solutions, there are a variety of skills sorely lacking in most technology sales organizations. Today I’ll be meeting with Ingram Micro’s Advanced Solutions Team in Buffalo, NY exploring some […]

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Seth Godin

I just finished reading Seth Godin’s latest book, Linchpin, and I find myself quoting some of his thought provoking comments as I am encouraging sales people to be proactive in their businesses.  There is an urgent need refocus on learning and studying the business, the market, and the trends that are driving our industry.  He […]

The Most Effective Marketing!

The most effective marketing programs leverage video and events….in this event we had over 75 attendees, many involved in key decision making roles with a common goal to keep their businesses running and profitable.  At the start of the event, just like in most sales calls, most of these people felt like they had their […]

Value Proposition Workshop Recap

We wrapped up our Value Proposition workshop at BMC today, working with BMC partners on messaging and executive level conversations.  A few key points from our discussions: 1. Product opportunities simply indicate that justification has already been made.  If you didn’t create the justification, you’re likely competing on price (unless you already own the product […]