Frankly, when Tom Walther, President of ESE, Inc., a control system integration company, started comparing his work to brain surgery, I was more than a bit skeptical. Then he kept talking; and making a whole lot of sense. I’m convinced… I wouldn’t want an integrator without CSIA Certification working in my plant or factory any more than an un-certified doctor poking around inside my skull!
Tom also talked about the power of case studies – how real customers have derived real value from his services – are very powerful selling tools.
Interesting stuff! …and a whole collection of sales best practices