Prior to March of 2020, executive teams were indecisive on whether to enable employees to work remotely. The pandemic forced every executive to work remotely partially or full-time at some... read more →
High Tech Success
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 →
One of the best sales tools available to CEO's, VP's of Sales and sales managers when evaluating salespeople and sales performance is the use of a lost sales analysis metrics... read more →
In today's economy, the opportunity for companies to continue growing is dependent on their ability to generate internal profits to fund expansion. When you have an increasing demand for internal... read more →
Many firms hope 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 sales team, reducing... read more →
Chat with any CEO long enough and you will eventually discuss the difficulties they have in finding experienced hunter salespeople, experienced sales managers, and marketing executives who understand how to... read more →
So, the IT salesperson meets with with me online with a t-shirt and gym clothes and launches into his proposal for our new $52,000 client server network system to run... read more →
6 Reasons Why Most Sales Forecasts Are Inaccurate and Why They Hamper Corporate Profitability One success driver for companies to grow their top line revenue is the accurate management of... read more →
Prior to COVID19, the economy was booming. In that type of environment, a company's imperfections in their go-to-market strategies are often hidden, because money hides mistakes. With COVID19 affecting economies... 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 →
Selling products and services is a premeditated process. Use some of six sigma models of management design to minimize business errors and increase selling efficiencies. Managing selling efficiencies is the... read more →
"Value" is defined by the Merriam-Webster Dictionary as "relative worth, utility, or importance". Value during a recession often becomes clouded and harder to identify. Yet many sales and marketing teams... read more →
Twenty years from now you will be more disappointed by the things that you didn't do than by the ones you did do. So throw off the bowlines. Sail away... read more →
There's no question that COVID19 put the brakes on the economy. Spending and hiring came to a complete standstill for many companies. Conversely, if a product or service was needed... read more →
3 Tips You Can Use Right Now - Take The IT Competitor Test Every successful IT company has a sales and marketing system - a process on how they handle... read more →
Today’s unprecedented economic challenges are forcing companies to choose a path of agility or idleness. Many high-tech firms are just vessels sitting idly in the Bermuda Triangle. Some will simply... read more →
As software development innovation curves accelerate, more new disruptive technology applications are being introduced into the market. When launching new disruptive technologies, you need to deploy a disruptive marketing and... read more →
Trade shows continue to be a primary source of lead generation for many sales and marketing teams. Yet most companies cannot calculate their marketing ROI for trade show investments. There... read more →
One of the things I enjoy during the holidays is sitting on the couch with my son and watching the movie "The Polar Express". It is a great movie which... read more →
How does your IT firm calculate its product or service price? Often salespeople feel that pricing is a key impediment keeping them from hitting their quota. This is a misnomer... read more →
Every day, account managers are dealing with new emerging competitors, downsizing prospects, and enlarged sales quotas. Success requires special sales training methods and a company-wide process where all departments are... read more →
Matching the correct account executive with your current and future sales goals is important to the success of your sales team. However, your business culture and sales behavioral culture must... read more →
Being a VP of Sales has never been easy. You're held accountable by your sales crew and the executive team simultaneously, each with their own expectations. But, in today's evolving... read more →
6 Business Model Growth Methods Sustainable year over year growth is a continuous challenge for all management teams who are seeking to expand their business. Business expansion is tied to... read more →
Alexander the Great was born sometime around 355 BC in the area of Macedonia near Greece. While still in his early teens, Alexander grew to become a fearless and aggressive... read more →
Most companies spend little or no money on sales training and even less money on sales strategy development. Most growth-directed firms talk about having a planned sales training program but... read more →
IBM and HP are both great companies. But which is more agile? Agility is often defined as the ability to quickly and efficiently adapt to change as it happens. Long-term... read more →
Salespeople love leads - inbound, trade shows, networking. Leads, leads and more leads... that's all we want. But the management of those leads and how they are handled is important... read more →
It is believed that Ernest Hemingway once made a bet at a lunch meeting that he could create a complete story in six words or less. To win his bet,... read more →
Selling is a premeditated sport. Selling effectively requires a commitment to yourself and your career. If you are a doctor, you have to go back to school and get continuing... read more →
Bold CEOs - Grow Companies. Being successful as a technology CEO requires bold moves. The IT industry is not a wait-and-see market model. The "think now but don't act now"... read more →
In an economy where competition is tight, IT salespeople need their whole company working with them in unison to close business deals. Having held the position of VP of Operations... read more →
I would assess my business model success. If we had not grown our top line revenues 20% to 25% year over year (with corresponding profitability) from new business from new... read more →
When pricing your product or service, often prospects do not always believe your value or worse they have a hard time understanding it at all. Value today must be marketed... 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 →
Is marketing a staff position designed to support the sales team or the marketing department's own agenda? Is marketing a line position responsible for creating corporate revenue? Should corporate management... read more →
Developing a sales process that is successful, replicable, and measurable is one key to growing your firm. Like six sigma models, the correct sales process is designed to minimize and... 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 →
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 →
I had the opportunity to chat with a VP of Sales of a $100+ million company who told me that she was going to give a prospect so many features,... read more →
When defining and building out your business growth, make sure your management team's capabilities contribute to your objectives. Don't promote based on need, instead hire based on a candidate's previous... read more →
Selling well... is managing time well. As a salesperson, every sales step you take with a prospect either shortens your sales cycle or elongates it depending on the prospect's commitment... read more →
Buyers have become desensitized to corporate speak that sounds like everyone else's. Because of the Internet, buyers are better educated, more selective in their acquisition choices, and have the greatest... read more →
When coaching CEOs to increase corporate performance, we holistically assess our client’s business and look for operational variance gaps and best practices usage in the company’s business marketing, sales, strategy... read more →
Loyalty - faithful to a cause, ideal, custom, institution, or product. -- Merriam-Webster Are your existing customers loyal? Will your existing customers buy from you again? Do you know the... read more →
Company Overview: A $500M hardware and software services company that sells management tools and middleware technologies worldwide. Business Problem: The sales division needed a new sales methodology for direct and... read more →
Company Overview: $50+ million, 25-year-old, privately-held enterprise software company whose revenues had plateaued for three years was challenged on how to grow new business from new prospects, and improve topline... read more →
Company Overview: $7+ million, 35-year-old, privately held hardware and software company who was a regional player with virtual sales team members located across the East coast. The company focuses on... read more →
Company Overview: A public Global 100 company selling software and professional services. Business Problem: The company was struggling with buyer message and value communication of their new product and professional... read more →
Company Overview: International staff aug company with 5,000+ employees in offices worldwide needed advanced training to increase team performance. Business Problem: The sales management team's sales forecast were not accurate,... read more →
Company Overview: A $100M privately-held equity-funded company with offices worldwide whose focus was on one specific vertical market selling software and professional services. Business Problem: Company revenues had reached a... read more →
When trying to sell prospects, we sometimes discover they do not know how to buy correctly. So your prospects' lack of buying skills can affect your sales success and the... read more →
Alexander the Great was born sometime around 355 BC in the area of Macedonia near Greece. While still in his early teens, Alexander grew to become a fearless and aggressive... read more →
Often senior management teams seek new ways to reduce business operating costs, while simultaneously increasing top line revenues. One model many executives often contemplate is the setting up of channel... read more →
Morality: "a set of moral principles or values." Selling is not perceived to be a professional vocation by many people. This belief is perpetuated by buyers who have had a... read more →
Selling is a "Zero Sum Game." Someone wins and someone loses. When developing your sales process (as a corporation or as a quota carrying salesperson), you need to decide if... read more →
The 7 Laws of Persistence To Your High Tech Success Occasionally, I hold roundtable master mind strategy coaching sessions with non-competing CEOs. At one of these coaching sessions, I had... read more →
Are you looking to increase your revenue and business profits this year? Are you looking to sell your business during the next three years? Often, when we work with CEOs,... read more →
As part of the senior executive staff years ago of a billion dollar public company, I sat through several Requests for Proposal (RFPs) reviews submitted to us by other global... read more →
The Revenue Capture Scorecard is a business agility tool for growth-directed companies focused on building a buyer strategy that is linked to revenue capture success. The Scorecard measures a company's... read more →
In High Tech CEO Business Success Strategies, Paul DiModica has identified best practice action steps through market model research, case examples, public documents and third party studies that management teams... read more →
How to Sell Technology provides proven sales techniques to strategize, cold call, network, give demos, and close more technology deals with management. This is the ONLY course designed specifically for... read more →