Product Value is a Waste of Time. Do This Instead.
For technology vendors, three things make selling product value a waste of time. Here’s what to do instead. Why Product Value is a Waste of Time [...]
WEBINAR OUTCOME BASE CUSTOM SUCCESS
Webinar Outcome Based Custom Success Customer Success Webinar Series Outcome-based Customer Success: Moving Past Adoption Date Held: Thursday, August 15, 2019, 2:00 PM MDT In this webinar, [...]
Why Vendors Should Propose Projects Not Products
To increase revenue, technology vendors should stop trying to sell their products. Traditional Sales We teach technology sales teams to seek out a problem the customer [...]
What Travel Agents Can Teach Technology Vendors
Travel agents have learned not to sell their products. They’ve become much smarter than that. Travel Agents’ Products When we book a holiday, there’s a long [...]
Why ROI Doesn’t Help in Selling Technology Products
Showing Return on Investment on technology products won’t help sell those products. It’s expensive, time-consuming and has little credibility. Fortunately, there is a better way. Justifying [...]
Changing Customer Success from ‘Moving Away’ to ‘Moving Towards’
For subscription-pricing vendors, solving a customer problem no longer secures all the potential revenue. To do that, we need to change the customer’s focus. A New [...]