9 Misconceptions of Selling to Service Providers

Misconception #1: All Service Providers were created equal Reality: All Services are different. Consequence for sales. Only spend your sales efforts on those SPs who can combine/include your Value Proposition to strengthen/enrich their own Value Proposition and the combined Value Proposition is relevant and meaningful to SP’s target customers. Misconception #2: Service Providers know what [...]

Barriers to Transformation: Check your KPIs

Transformation and in particular Digital Transformation appear to be the ‘ordre du jour’ for many organisations these days. Understandably, Transformation is a massive challenge for all organisations. If you think change is hard, try transformation. “Recognition of the need to think differently is the first-step to Transformation.” If your organisation has already decided to embark [...]

The Cloud = Change

IDC predicts that 70% of CIOs will embrace a “cloud first” strategy in 2016. Talk to anyone about the Cloud today and you will hear a long list of advantages and benefits from flexibility to business agility to reduced operating costs to CAPEX -> OPEX and access to assets vs owning assets and all the [...]

By |2014-07-21T21:04:57+00:00July 21st, 2014|Sales Performance Motivation|0 Comments

The Psychology of Adoption

Is the “Cloud” a Barrier to Customer Adoption?  I was speaking recently with a colleague and friend in the Cloud eco-System. He is based in the UK and has pan-European responsibility for Cloud Services and he told me something extremely interesting. Fascinating in fact and I would like to share his insight with you. This [...]

By |2014-03-23T17:26:38+00:00March 23rd, 2014|Sales Performance Motivation|2 Comments

All Failure is Failure to Adapt

What made you successful in the past will not make you successful in the future. “What got you here will not get you there.” - Marshall Goldsmith Using the past to understand the future When we look to the past to understand the future we compromise our ability to envision change and see a different [...]

Not all Customers were Created Equal

All customers are vital to your business, but some are more vital than others. Some customers provide significant revenue today but will decrease over time. Others are small today but have huge growth potential. Some customers demand enormous resources and support, while others don’t and some customers are great references, recommenders and a major source [...]

By |2013-11-18T22:37:27+00:00November 18th, 2013|Sales Performance Motivation|2 Comments

Thinking at 3 Time Horizons

“Thinking is the hardest work there is, which is probably the reason so few engage in it.” - Henry Ford One of the defining characteristics of great Business Leaders, Managers, Entrepreneurs and Sales People is having an “Opportunity Mindset”. An opportunity mindset comes from being open and receptive to opportunity, which means being open and [...]

By |2013-05-20T09:18:56+00:00May 20th, 2013|Sales Performance Motivation|1 Comment

Disrupt or be Disrupted

The enemy of transformation and change is the day-to-day. Maintaining the status quo, just doing what we need to do each day holds us back from moving into the future. "Disrupt yourself, before someone else does. Disrupt yourself - to dominate the next wave of business, even if in the near-term it undercut your existing one." - Clayton Christiansen [...]

By |2013-03-04T09:18:18+00:00March 4th, 2013|Sales Performance Motivation|1 Comment

Don’t Expect the Channel to Create Demand

• Your channel is an extension of your sales capability, not an extension of your marketing department • The channel supports, services and fulfils customer demand • Channels rely on the Vendor to invest in the brand, develop brand awareness, create demand, generate sales momentum and develop new market opportunities • Building buzz, creating a Tipping [...]

The Inescapable Digital Transformation: What’s the Future for Business leaders in 2013?

This week I had the privilege of listening to Brian Solis, Altimeter Group speak at l'Innovation au Napoleon Conference in Paris. Brian is a thought leader in the consumer revolution, the digital revolution, social media and the impact that these vectors of change will have on our lives and our businesses in 2013 and beyond. Brian is the author [...]


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