What IoT capital equipment clients Need to Know and what they Want to Hear often are two different things. At the very least, the conversation makes people uncomfortable. Here’s why. Regardless of whether you sell capital equipment (OEM) or own capital equipment (or both), you currently are wrestling with the impact of the industrial Internet… [Continue Reading]
What IoT Capital Equipment Clients Need to Know vs Want to Hear
Price-Quality-Service, Your All-or-Nothing Value Proposition
You recall the days of telling customers: “You can have price, quality or service, pick two?” Customers want it all. Quite frankly, they are entitled to make this demand. As sellers, we should be committed to delivering on their demands. While not compromising on price. Last week, I attended the SAE 2013 World Congress exhibition… [Continue Reading]
Follow Us!