Worthwhile work thru leadership clarity IBM has a marketing program called, ” a smarter planet”. One of the TV commercials I like best is where a policeman is explaining his opinion of what his job was, chasing bad guys and then arresting them. He then states with the right information he can actually prevent crime and keep things running smooth. …

I recently had a very close friend and business partner ask me; “what can we do to inspire the employees?”  What I thought about was “what causes non-inspiration?” The word commitment popped in my mind; a written or verbal contract between two or more parties, pretty basic definition. Inspiration decreases as commitments are broken. Digging deeper I found that every …

The Cloud has been the most talked about service I can recall in my entire selling career.  What also fascinates me is the wide variety of definitions used to describe this offering; from IBM to Sun Guard to the MSPs of the world, all totally defined Cloud to suit their specific offering. If a Partner has gone to market using …

As the old adage goes; “Whatever is measured is improved”, so what are you measuring? This question is the fundamental beginning of re-thinking you’re selling strategy. In outcome based selling what is measured is different than product based selling; compensation plans are a good place to start this process. Revenue or margin is very typical as a key measurement but …

Our customers are telling us “we want data”; not with their voices but with spending habits. Slowly but surely products that one time held magical conversations and big margins are moving into the commodity ledger. Don’t get me wrong, customers still want and demand attention on larger items from vendors, but these are fewer and far between. Shockingly activity and energy are spent …

When discovering your selling strategy we should take a moment and look at what your company is selling currently, if: product based– then selling features and benefits and price are the main focus. process based– same as above plus offer service as the value proposition. outcome based– sell the brand. Selling the company brand is defined as – “THAT WHICH IS CONNOTED IN THE …

As we make this journey to “Outcome Based Selling” dispelling a few myths along the way will help the recognition of what you have in place verses what you want, in order to win longer term! One of the biggies is Solution Selling. So many owners and sales leaders state that “they are outcome based since they sell a total solution”.  After …

Since today is the line in the sand for the topic of selling the greater good, I thought we would begin with the definitions of the three selling methodologies. 1. Product based selling: where the price of a good or a services, as a selling technique,  is lowered in order to obtain a sale. As products become more of a …

Three years ago I paused on the thought “how we go to market” but more specifically what selling methodology was deployed for our technology company to win in this marketplace? What caused these thoughts where harden facts that our revenues and profit was shrinking. The lack of awareness on how Moore’s Law (faster-cheaper-smaller) caused our revenues and profit to shrink and with similar transactions and sales …