tag:blogger.com,1999:blog-4734830559796197063.post8982519531591350301..comments2024-02-22T23:31:27.818-06:00Comments on The Death of The Copier: Open Letter to all Sales Managers – Let the 1970’s Go, by Dave RamosUnknownnoreply@blogger.comBlogger2125tag:blogger.com,1999:blog-4734830559796197063.post-67037116786688138172011-03-31T09:04:41.712-05:002011-03-31T09:04:41.712-05:00Great article, David. I had fun with this sort of...Great article, David. I had fun with this sort of banter around the dinner table at iTEX after you and I spoke last week. If "dialing for dollars" really worked, a certain former boss of mine (you know who I'm talking about) would probably still have a job. The fact of the matter is that decision makers in companies of all sizes (particularly those that are good Managed Services targets) are bombarded with calls from salespeople hawking all sorts of products/solutions/services that promise to help them save money, improve productivity, etc, and they're tired of hearing it unless they are focused on improving that area of their business in which case they will ask their fellow CIO/COO/CFO contacts for a recommendation.<br /><br />Does this mean to stop prospecting and wait for your customers to get you into all of your target accounts? Of course not. We still have to make sure the CIO/CFO is aware of our offerings & ability to deliver, but that doesn't mean filling up their voicemail or email inbox. It means getting something in front of them every so often so that when a need arises they may think of us.<br /><br />Nathan<br /><br />P.S.-- I still haven't gotten my t-shirt from that loud-mouthed orca.Nathan Maustnoreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-41547109342815455592011-03-30T23:28:03.536-05:002011-03-30T23:28:03.536-05:00Oh, now this is too rich! David, in grand fashion,...Oh, now this is too rich! David, in grand fashion, welcome to DOTC! Have you arrived? I don't think an article or two says that, but Greg is spot on in that you are nailing the message...<br /><br />While I dare say most don't consider me a born and bread 'sales guy', I was recruited into this industry because I was the ideal target customer for "managed services"... and goodness was I a tough customer to crack.<br /><br />Let me just say, that I even as a mid-sized company director, 2 or 3 layers of people screened my calls for me. You almost never got to me unless I wanted to speak with you (and just wait until I put you through my buying process).<br /><br />Now, here's the key I show people when selling to (& around) IT... you have to know if you are dealing with profile A or profile B... You and Greg know the answer... <br /><br />Regards,<br />Ken Stewart<br />ChangeForgeKen Stewarthttps://www.blogger.com/profile/07253119051236940476noreply@blogger.com