Four IT Sales Fundamentals that Work for Selling Any Products Targeted to Global Business

Despite current market conditions some IT sales fundamentals must be utilized. Therefore, it is worthwhile to recap some features of these fundamentals. These “must have” techniques should underpin other, mutable strategies. At the core of these fundamentals are four important Read more ›

Global Business Markets Require New Product Marketing Strategies in 2012

Technology innovators looking to build mission critical requirements within today’s global business markets must develop new product marketing strategies. Pervasive disappointing performance of big ticket technology purchases since the mid 1990s have graced technology buyers with a new tough skin Read more ›

Look to Teleprospecting for a Superior Business to Business Lead Generation Program

Useful Sales leads are food for any business, nutrient rich supplements that promise to enrich cash flow and sales staff alike. But what constitutes “useful” with regard to leads? Leads are useful when they include information that can be used Read more ›

Develop a Thorough Familiarity with Competitors to Keep Market Development In Perspective

I never counsel clients to enter markets where competitors cannot be identified. The only exception, as I see it, is a market that services a niche set of needs that have arisen from a larger, more familiar and competitive market. Read more ›

Engineering CEOs should Pass Sales & Marketing 101 Before Chasing Revenue from Global Businesses and Other Large Organizations

Technology companies headed up by engineering management usually need to undergo a “rethink” on certain basic assumptions about products, markets and sales. I include in these basic assumptions at least the following three seriously incorrect assumptions: My product is unique. Read more ›

A Post on Rising Above the Commodity Fray

I met recently with the president of an Independent Software Vendor (ISV) with software offerings built with the Java® programming language who expressed disbelief when I let him know that his prices are too low. I later learned that when Read more ›