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 effort, were a wake up call. Also we noticed a rise in busy work on pre- sales with lower success in signings. Even with my experience leading multiple technology  companies the challenge to transform  from hardware sales to a Cloud or Managed Services company using an outcome based selling model was overwhelming. Blogging about the journey to the place called ” Outcome based selling” became a must hoping to help others with a similar fate.

Since I am a baby boomer the thought of using social media was beyond my comprehension. The fact that I am blogging is surreal. So here goes caution to the wind.

The purpose of this blog is to shine the light on the three selling methodologies directly to  leaders and drivers of service based companies and to possibly help architect processes and plans to win in these current times. By understanding the outcomes of our customer, only then can we sell the greater good for a mutual benefit.

There are people and books that greatly influence me and they will be in these blogs and in my heart from here on out. Just to name a few:

My wife and children:  My wife is the happiest person on earth and I am blessed with four wonderful children which makes life simple to achieve a greater good.

The Leadership team at ServIT:  I have the true blessing to lead with the greatest team which allows me the freedom to be proactive, they will never know the true meaning of how much their trust means to me.

Bill Schwartz:  Owner of CEO Alliance is my mentor period.  The time and words needed to thank him are not possible but his effect on my transformation is in direct proportion to my inspired life. The short and simple is , he has mastered context and perspective and this my friends is the key to life! Thanks Bill

Seth Godin:  plain and simple he is a rock star. Read everything from him now!!

Ayn Rand:  Atlas Shrugged and Fountainhead

Tomorrow I push play on blogging about outcome based selling for the greater good. Wish me luck.