“Design Thinking” instead of traditional selling

It is a struggle keeping the sales machine moving. The sales team is under pressure, the marketing team is busy playing with twitter and management wants to wait until 2010. For everybody else, now is the time go all in. Big opportunity is knocking.
Yes, I said opportunity to reinvent the way you engage with your [...]

Are those clean or dirty?

I hate to unload the dishwasher.  My wife hates to unload the dishwasher.  Why is that?  It seems simple enough.  It is kind of a necessary evil for running a household, yet it is by far more hated than the vacuum or taking out the garbage at my house.  Let’s explore how this mundane household task can help you [...]

You are doing it wrong…

So many technology companies are started by engineers, delivery or consultant types and are rarely able to grow or survive.  What causes it?  Why does it happen repeatedly?  Let’s take a closer look…
1.  Techies like to sell features and benefits.  If one person bought it everyone will.
2.  Non-sales minded people or people coming from the [...]

Does Marketing help? It Better!

Seems to me that marketing has come a long way in the last ten years but often still falls short of helping sales in a measurable way.  Marketing should be a function that moves prospects into the sales funnel and even shortens the sales cycle by building trust, credibility and demand.  However these efforts are [...]

A Better Way…

Why is it that when you examine the sales organization in many firms it sounds something like this?  “ We hired salespeople, we fired salespeople, we do not have enough customers, we do not have enough revenue, why aren’t there any good salespeople out there?”
Let me tell you why,  because companies are not able to look [...]

Cold Calling…

Do you ever get the feeling that a cold call is like a spin of the roulette wheel?  Sometimes it works and sometimes it does not.  Is this a game of chance or a game of skill?  Is this an effective use of time for any dedicated sales person?  I would like to hear about [...]

Selling IT Services in Chicago…

Does anyone else believe that Chicago is a unique environment for selling technology services?  Is it different from Boston, New York, LA, San Francisco? 
Please share your thoughts…

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