Total Cost of Ownership – A BIGGER deal than you might think

All sales professionals need to be deeply versed in the concept of Total Cost of Ownership.  Unless of course what you’re selling is a commodity with no differentiation, and your company provides nothing beyond the bare essentials of customer service and support. If that describes you, then by all means stay laser-beam focused on your […]

You Are Too Narrow-Minded (…yes, YOU!!!)

Know your customer!  Great advice.  It’s essential for success.  But…  Even though it’s necessary, it’s no longer sufficient. Let’s say the arrow to the left represents all of your customer’s people, processes and resources.  “Stuff” goes in the left side of the arrow, gets processed and then products and/or services come out the right.  (See […]