The Long Lonely Quest to Create An Effective Sales Message

Just Because Your Message Is Poor Doesn’t Mean You Should be Selling Harder What’s Your Value Proposition? When I look at a reseller’s messaging, I ask myself, “So What?” Is there a compelling reason to buy here? Will the CPA, doctor, lawyer, or business executive care? Or is this message designed for techies without a […]

Advertisement

The Most Incredible Value Proposition

What’s your value proposition? How many times have you been asked, “What do you do?” It’s a simple question. But the answer may prove more complex than you imagine.  Following is a excerpt from my House & the Cloud Update, where I eventually answer this important question.   Consider the following scenario: You’re attending an association meeting, […]

Anonymous – Expect Security Issues to Dominate Headlines

Anonymous strikes again (read the Article)…if you look through news articles on technology in 2012, most likely you will find Apple, Google, and Anonymous dominating headlines…at least on the business side news (e.g. Wall Street Journal).  Of the three, most of us stand to capitalize on security news more than Apple or Google, unless you […]

The Security Value Proposition

In last week’s webinar on fee setting, one of the 5 secrets I shared had to do with understanding value before quoting a price.  By this I mean, you personally have ownership of the value your are providing and the client agrees – they too see the value.  On the call I discussed various ways […]