Sales Consulting and Services
Big people like to spend big money. Offer something at a small price and you will be sent to a less important person. Do all you can to keep those executive projects large and expensive. Clients with PHD titles like big projects and big project prices.
Yeah, this is a weak attempt at humor, but you have seen customers like this. They likely are all about the technology and not about the business. They spend their time at trade shows checking out all the bleeding edge stuff. It is unlikely their company will let them buy that stuff, but it sure [...]
Wow, a large RFP shows up in the office and everyone gets excited. This could be the deal to make our total year. Well, don’t get your hopes up. Odds are very much stacked against you, the vendor that receives the unexpected RFP. The odds are stacked entirely in favor of the vendor who helped [...]
Column Fodder sounds like a term used during the Civil War to describe the soldiers at the front of the marching column. Perhaps a better term would be Cannon Fodder. In the blinding smoke and confusion of battle, the army columns moved forward toward each other, unable to see the enemy but advancing ever still. [...]
