Selling is easy. We all know it. It’s PROSPECTING that’s difficult. In fact, the number one reason sales professionals FAIL in a wide range of industries is not that they don’t know how to sell…it is because they do not know how to prospect. Or, if they do know how…
In a previous post I talked about the need to identify your ideal client when you start to target market. Generally speaking, most people can see that makes sense. If you’re going to target a specific segment of the market, you need to know who you are appealing to. However,…
We all have attended plays, concerts and movies—whether it was a sell-out show on Broadway or your third grader’s stage debut in the school musical. Regardless of the setting, in your child’s school or on Broadway, the same principle applies: the performers follow a script, and that script is rehearsed…
Software and technology companies think a lot about partnering with other companies to provide goods and services to a shared customer base. A partnership that is just as powerful and may be more lucrative for you is partnering with your customers. How are you helping your customers become more successful…
If you’ve been in business world for any length of time, one of the first statistics you hear is how many businesses fail lin the first five years. Many software and technology companies fail because the owners are great technologists with a great idea, but they don’t really understand the…
I share my thoughts on Coach Wooden at Extraordinary Partnerships today. I think building high performing teams is critical to your technology and software companies’ success. As small business leaders we have many responsibilities and leadership is critical to you success. For the small IT and software business you can…
I’ve found over the years in selling and marketing IT services that the more accurately you track deals the fewer surprises at the end of the month for revenue goals. The IT sales process is focused on having the ability to understand all the different stakeholders and having them on…
Five Secrets to Develop Great Client References for Technology Businesses http://shar.es/mhSYz How to find great clients today that will allow your business grow faster tommorow
by Keith F. Luscher Author, Prospect & Flourish Don’t get this headline wrong. I think Twitter is great, and use it myself (hence the icon link above). Often described as a “mini-blog,” Twitter is a social networking tool that uses the SMS text protocol (short messaging service) designed for mobile…
We’ve talked about how social media is changing the way we communicate with our clients and customers on a regular basis. Social media is changing the frequency of communications, but is it improving the quality of communications? Sometimes, you need to provide more information to your clients and partners than…