So, the IT salesperson comes to my office, wearing khakis and a yellow shortsleeve shirt and hands me his proposal for our new $52,000 client server network system to run... read more →
IT sales forecasting by its very nature is an unscientific art. The decision cycles, budgets, and purchasing needs of prospects constantly change. Sales forecasts are just snapshots of time captured... read more →
Selling and marketing IT products and professional services in the best of times means developing value that prospects believe, finding prospects that will buy, negotiating deals that clients will pay... read more →
Are Your Customers Loyal? Do you have a Relationship with a New Prospect Before the 1st Sale? Customer loyalty is an integrated process of perceived and actual value delivered based... read more →
When marketing and sales are integrated together correctly, value acceptance by targeted buyers increases. To sell buyers, your firm must move through a pathway toward value belief where you “the... read more →
Will next year be better than this year? Selling and marketing are premeditated sports that need to work in tandem with strategic buyer conversations that communicate your business value succinctly... read more →
Do you try to sell everyone? Have you ever told a prospect "no, you're the wrong fit"? Do you chase every tradeshow lead as a real sales opportunity? Do you... read more →
The Background of Value Forward Method For fifteen years I have been writing articles for High Tech Success advising on the Value Forward Sales and Marketing techniques. As the senior... read more →
As salespeople, we have become subservient to our sales quota, prospect opportunities, prospect expectations, and the pressure to beat the competition so much that we often come across as weak-kneed... read more →
The hope of many firms is to partner their way to more revenue. Sign-up business partners, roll them into your operating model and they will become an extension of your... read more →
