How many of you rush to do demos? Demos are last thing your company or startup need to do. Yet demos are the focus of so many selling and pitching activities. Last week, I was on the receiving end of a VAR-sponsored event. They represented a famous Fortune company. After 60 minutes of all-about-them and all-about-the-brand… [Continue Reading]
Demos and Black Holes are not a Rock Solid Sales Strategy
Got JOY? Innovation at Menlo
I had coffee this past Easter Monday with Richard Sheridan, President and CEO of Menlo Innovations, a software factory located in Ann Arbor, Michigan. Menlo Innovations isn’t another pretty face in the software universe. The company, the founders, and their unique spin on software innovation, have been featured in Forbes magazine, the Wall Street Journal… [Continue Reading]
Judging your client’s book cover and not listening to what they are saying?
I’m in South Beach for some meetings. Let me tell you, it is an eye-boggling cornucopia of glorious humanity. Sights, sounds, smells. I love to watch people. I guess it is the anthropologist training. And, like you, I sometimes script a scenario about who these people that I am watching “are” and what their story… [Continue Reading]
When the best solution is no solution at all.
When’s the last time you sat with a prospective or current client who was looking for a solution… and you recommended they pursue no solution at all? Oh, no! Thumbs down on Rule #1 of sales: if they want to buy, sell???? How can this be? I mean, your boss is on your case for… [Continue Reading]
Do you provide simple solutions for your clients?
You know the saying as it relates to engineering. Some variation of: “Don’t ask Jack/Jill what time it is. He/she will build you a clock.” You probably engineer some pretty awesome clocks. But how do you get from the conceptual clock (e.g., what the client wants) to the outcome (e.g., what the client needs)?… [Continue Reading]
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