Important Point From My Session In Las Vegas

In both sessions I conducted this week, speaking on the power of the discovery process and how to leverage it to expand deal size, I polled the audience on a very important question; “How many of you believe  the decision makers are reading your assessment reports?”  Almost every attendee responded yes to the question – […]


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 […]

Bait and Hook Reversal – Negotiating Strategy #7

Still working through those gut-wrenching negotiations.  You may have read about the Bait and Hook…what happens when purchasing reverses this strategy, using it on you? First, if you have not heard of this tactic, it goes something like this… When used by a sales person, they may find one key requirement in an RFP or […]

Can You Trust Your IT Contact? Negotiating Strategy #3

I was talking with one of my mentor program clients yesterday – his deal, like many, has gone to purchasing.  The hardware has been approved, but the services are under scrutiny.  “Sharpen your pencil,” they’re telling him.  “We can get it cheaper – that’s what other firms we are considering are saying.”  All of this […]

Using Social Media to Sell

Social Media and The Internet – Marketing Available to You. When I started my company the first thing I did was build a website.  Within minutes of launching I was talking to the entire world for about $30/month.  Since then some great tools have been introduced, allowing me to interact, create content, publish, reach out, […]