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 […]

All Budgets Lie

No budget!  How many times have you heard these words?  “No one has budget, there’s no money to spend, we have to wait until next quarter…”  So just go back to the office and tell you sales manager to hold off on selling until Q1.  No problem, I’m sure they’ll understand.  Meanwhile, can you raise […]

The iPad is Here

When little gadgets like the iPad command greater attention than just about anything you sell, the technology business is in trouble.  That is, unless you have something greater than the product to vend.  It was bad enough that half the emails I was receiving said they were sent from the iphone (which we Verizon customers […]