The lead article examines "Moving Beyond ROI". Even though we have been trained to look for key business issues, financial returns, economic buyers and speak a little less about our technology - there's more to making the sale than a simple ROI. Customers buy for two reasons - economics and emotion. If you have the economics but forget the emotional side of the sale - you'll probably lose.
Then continuing with my theme in May of "Pick Up The Phone" - I look at some of the reasons why you need to take your hands off the keyboard and actually speak with someone. It may be internal, like a rep or support analysts, or it may be external such as a customer contact. There are times when you can cut through all the broken processes, CYA and other emotions with some good ol' fashioned conversation!
Ask John deals with "My salesrep used to be in pre-sales; and is driving me crazy!" Enough said.
Book Of The Month is "The Trusted Advisor Fieldbook" by Green and Howe. It's a good read. I've started work on a Trusted Advisor class fopr several clients and it was great research material. Worth the read if you are being told to become the Trusted Advisor" to your client. (My entire recommended reading list is on the website).
Good Selling!
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