In my current role I frequently evaluate products for use by clients or my internal team. Lately I’ve been watching a lot of online demonstrations for social media monitoring and analysis software. Some account executives and sales reps do a great job with these presentations; most don’t. Here are some common mistakes. Continue reading
I definitely recommend this to anyone who’s responsible for providing software product demos. This book focuses mainly on the presales/sales engineering role, but it’s also applicable to account reps and anyone else who conducts software trainings or internal presentations. The author does a great job of summarizing the key concept of this book into one concise page. Do the last thing first… Continue reading
I recently had the misfortune of dealing with a technical sales rep that seemed to make every wrong move possible. It was like they followed a script from How to Suck at Sales and Drive Away Customers for Dummies or Used Car Sales 101. The company’s software is solid, and a good sales rep probably could have persuaded me to go with their product. Here’s how this person did just the opposite. Continue reading
For anyone who’s read their shares of sales books the following titles certainly aren’t new. But for anyone new to sales, or who just hasn’t taken time to wade through the mountains of sales books available, these two are a great place to start. They’re straightforward, practical, timeless, and two of my favorites. 1) Solution Selling: Creating Buyers in Difficult Selling Markets (Michael Bosworth). 2) The One Minute Sales Person (Spencer Johnson) Continue reading
I recently read Partnering With the CIO: The Future of IT Sales Seen Through the Eyes of Key Decision Makers. It’s good context for anyone partnering or selling to C-level execs or senior government staff. Continue reading
The role of a sales engineer isn’t widely known outside the world of large software and hardware companies. Naturally a sales engineer combines skills of both a engineer and sales representative. Here are some resources for sales engineers. Continue reading
I recently had the pleasure of speaking at the National Conference on Health Communication, Media and Marketing conference in Atlanta. Social media has been one of the main areas of focus at this conference over the last couple years. My presentation was intended to inform the audience about emerging strategies and approaches to social media monitoring and analysis. Many Federal Government agencies have now embraced social media as a communication and marketing platform, but few have leveraged its power as a platform for researching public sentiment and behavior. Continue reading
Or – How not to be the person that nobody wants to invite to lunch… For anyone who isn’t already familiar with Dale Carnegie, I recommend you get acquainted with his work by reading How to Win Friends & Influence People. This book was originally published in 1937 and still holds up today. I can’t think of anyone who wouldn’t benefit from reading – or rereading – this book. Most of the principles and guidelines should be obvious to us all. However, remembering and adhering to his advice is an ongoing struggle for most. Continue reading
A list of the 2010 top 100 Government Technology Contractors. They are ranked based on related revenue from IT products and services, systems integration, telecommunications, professional services and engineering services. These contracts total more than $130 billion. Lockheed Martin retains the top spot again this year. Continue reading
I’m always intrigued when someone puts together a top 10 (or any number) list of Web design or consulting companies. I’m not sure how much science there is behind this list. There may actually be some “pay for rank” angle at work. Continue reading
An interesting article discussing an approach to involving Web developers early in the requirements analysis. I find this type of intense approach very useful on large projects with numerous stakeholders, designers, developers, and managers. Continue reading
I find it interesting to see the different attitudes companies have to disclosing their corporate hierarchies to outsiders. This article is a comparison of career paths of some of the largest consulting companies. Continue reading
The top 25 technology consulting firms rankings for 2010. McKinsey, Booz Allen, Deloitte, Gartner, and Accenture take the first 5 spots. Sapient is the lone Web consulting firm to make the list. Continue reading
The top 50 ranked interactive agencies (i.e. Web/digital marketing) based on revenue. Razorfish tops the list followed by Sapient. Continue reading
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