When proposing a solution, are you solving a problem or simply hawking a manufacturer’s product? Consider this scenario - your best-in-the-world product from the best-in-the-world company is acquired tomorrow and is the complete opposite in a year (remember Nortel?)
While at Xchange 2017 sponsored by The Channel Company, an interesting question was posed: “Should your sales team be technical?” This subject certainly got people talking.
You Don't Have to Know How to Build the ClockEarly in my career I learned the following adage: It is not important that sales can build the clock, but they should be very interested in how it is built and why it is built that way.
Should your sales team be technical? Short answer is,...
A scope of work (SOW) can help make or break an installation and implementation – financially that is. Not clearly defining what is and is NOT included in a complex technology implementation leads to cost overages. It can also lead to a breakdown of customer and solution provider relationships. In other words, this miscommunication can cause a customer to leave because of a misunderstanding. Or worse, the customer can speak badly about you to others.
Take a look at what SalesDoc Architect did for Strategic Products and Services (SPS). As a global, multi-vendor systems integrator of business communication solutions, SPS knows well the need for accurate scopes of work. With over 20 years of profitable growth and offices in 30+ North American cities, they’ve seen their fair share of...
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