Story context is a critical element to creating compelling stories. Stories which convince people to buy whatever it is you sell – and buy more than once from you. And, stories which inspire people, like you, to move one millimeter beyond legacy mindset, habits and behaviors. You know the saying: “The devil’s in the details”?… [Continue Reading]
Why avoiding Story Context derails Sales Decision Making
Overcome Demo Mindset with Sales Engineering and Sales Operations Insights
A demo mindset becomes a game changer. The outcomes either take your team closer towards being short-listed as a contract winner or eliminated as a contender. Timing and insight are everything. As a sales engineer or sales operations professional, you have a critical role to play in helping the sales organization deploy the demo appropriately…. [Continue Reading]
Why Order Taker Mindset will become IIoT Business Extinct
Order taker mindset will go the way of the dinosaurs. For starters, order takers have difficulty adapting to the challenges presented to them, courtesy of the Internet of Things (IoT) business ecosystem. Changing order taker mindset assaults ingrained professional habits developed within legacy business models. Are you an order taker or an innovator? Consider whether… [Continue Reading]
MSP Sales Engineers are Integral
MSP sales engineers can be assets or liabilities to your sales team. Which of these scenarios applies to your current processes and practices? In the context of my blog post, the acronym MSP stands for managed service provider: a type of IT service company providing server, network, and specialized applications to end users and organizations. As you… [Continue Reading]
Horizontal Channel Partner Teams create Value
Channel Partner Teams focused horizontally create value in their throughput. There’s no room for one-and-done, I-work-in-my-silo / you-work-in-yours mindset. As an MSP (Managed Service Provider) – developer, IT (information technology) leader and decision maker – what’s the view from your side of the business table? Is your corporate culture structured to create value via horizontal… [Continue Reading]
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