I have received tremendous backing from the likes of a few key contacts at Oracle, Accenture, and several CRM SI/Reseller organizations in re: to my post on the Sales Effectiveness Technology Quad. Additionally, here are some comments from an network friend, Will Torre, at TERA Technologies, that he gave me permission to publish. Amen Will .... you preach it!!!
Scott,
Thanks for sending this. Here is my two cents worth. I believe real effectiveness and value are measured in not only what you say in the presentation of information, but how it is presented. Most executives are inundated with products and tools especially in the technology space. There’s hardly a true differentiator anymore. Therefore, you must create your own personal value. If you examine your past successes, I’m willing to bet that your customers bought from you. Of course it’s good to have a brand name or a really noticeable product to get your foot in the door, but after that the sale is dependent on your subject knowledge and the relationship you build with your customer.
Executives are most interested in vendors who understand their unique environment, what is your strategic approach in solving their particular problem, and exactly how are you going to solve the identified problem. In other words, they’re looking for partners and solutions for a long and continuous relationship.
I know this sounds basic, but you would be surprised how often customers complain about vendors and suppliers not listening to the customers needs. I’m certainly not saying that you don’t. I’m just preaching in general.
In regards to your slide, I think it captures a good cross section of business analytics. Perhaps an intersection of the four circles may bring to light the power of the concept working together and feeding off of each other.
I feel if you can articulate this in your presentation, you’re on your way to more sales and profitability. Again, this is just my personal thoughts so please take it for what you paid for it.
I hope all is going well, and look forward to seeing you at a future BMA or other networking event.
All the best,
Will
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