Pitch Like a Preacher

Selling a new technology is different; it is challenging, exhilarating and almost always difficult.  And, it is fundamentally different than the classic B2B complex or solutions sale.  Well, it has things in common but, in comparison the the steady, systematic solution sale described in most sales ... [Continue Reading]

Justin Bieber and the Conceptual Sale

Selling new technology is often a highly conceptual sale, which is part of what makes it both interesting and challenging (i.e. difficult and at times frustrating). A Continuum One way to think about offerings being sold is a continuum.  At one end are commodities, items that are very well ... [Continue Reading]