Category Archives: Google

April 14th, 2014

Communicating and Selling Value: Why a Strong Offense is the Best Defense

selling-value-strong-offense

Communicating and Selling Value: Why a Strong Offense is the Best Defense

Google, Amazon, and Microsoft have begun a Cloud Price War. How will you respond?

I recently wrote about the need for a “heads up” approach to managing and leading. Fortunately for me (but unfortunately for many), recent headlines about a shakeup in the technology space provide a great example of why it’s so important to look up and look around.

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May 22nd, 2013

Top 10 Disruptive Sales Technologies

disruptive-sales-technologies

Top 10 Disruptive Sales Technologies

Cloud computing has given us “software as a service,” disrupting the previous business model of selling suites of software to be installed on individual computers or network servers. The cloud has disrupted the market for storage. And if you even remember the once-ubiquitous floppy, is it the 3.5-inch, the older 5.25-inch, or the original 8-inch disk that once littered your desk?

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May 6th, 2013

How to Tailor Insight to Resonate with Your Prospects and Drive Action

selling-with-insights

We live in an age where we are overwhelmed with information. However, changing buyer behavior requires sellers to bring tailored insight to the table to build awareness and credibility and begin to shape the buyer’s concept of what they need and why they need it sooner rather than later.

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