Unless you are selling to, and working with, A-List customers, you may unintentionally be selling your competitor’s products and services. A-List customers are the folks who recognize the relevance and value you bring to their business tables. They, in turn, bring out your creative and technical best. Your collaboration always seems to challenge the capability… [Continue Reading]
When You are Selling Your Competitor instead of You
Are Your Clients Providing ROI?
Now that’s reversing the question, for a refreshing change. We work so hard to provide value to our customers, even if they are early-adopters for startups, and justify their spend on our services. In order for them to show us the money we show them how we are going to deliver the goods to help… [Continue Reading]
Responding to RFPs
[Charles H. Green and I collaborated on this jointly-written blog post. It also appears on his Trusted Advisor Blog.] We’ve all been asked to respond to Requests for Proposal (RFPs). Many Requests for Proposal (RFPs) are well written, succinctly-worded, and play an important role in the intelligent procurement processes of well-run companies.While we both know… [Continue Reading]
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