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 […]
Who Do You Call On? What Do They Really Need? This Is Where Your Value Proposition Begins…And Trump Provides Some Great Examples. When I ask a sales rep what they think is top of mind for their target prospect, most answer in terms of their product set or technology. No thought is given to them as […]
When You Sell, Are You Lying? Last week I wrote about “5 Things Not to Say” as a reseller…you need a better value proposition but you can’t afford to lie about it. You’ll be found out and it will destroy your business. A good name is hard to establish. It’s harder to recover. What’s your value proposition? […]
I arrived in Frankfurt, Germany yesterday morning after a great lunch & learn with IOvations in Boston. In Boston I was surrounded by 6 foot piles of snow – here the weather is perfect early spring, sunny, and beautiful. A few pictures from my walk around town on Sunday…this afternoon I will be delivering a keynote speech to […]
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, […]
I’m heading to Singapore today to speak to technology sales people on Value Proposition and how to related to C-Level prospects…here’s a short clip to watch while I am flying for 14+ hours overseas…enjoy!
Staying in Touch w/ LinkedIn LinkedIn is a great tool as far as I am concerned. It allows me to connect with old friends, people I’ve lost track of over the years, and to establish new contacts without having to remember to get cards from everyone. When people leave a job, I know about […]
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 […]
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 […]
Here is the ultimate negotiation…returning from my bike ride on Saturday, my wife and half of the kids greeted me as I pulled into the driveway with the other half of the kids and a van full of mountain bikes – with an offer to take me to see a German Shepard puppy. I said […]
High Tech Business Growth 