As an IT executive, selling your company's complex, high-ticket solutions in the B2B world, do you sometimes feel that...
"...Acquiring Clients Is Like Crawling Over Broken Glass And Rusty Nails... Barefoot And Butt Naked?"
While...
- Real decision-makers relegate your salespeople to purchasing agents and gatekeepers
- Buyers drown your salespeople in price objections
- Tyre-kickers lead your salespeople from one brain-picking meeting to the next
- Your company suffers the costly consequences of high turnover in the sales and marketing department
So, by the time you reach a signed contract, your buyers often "bleed" your would-be profit margin to death, and your company drudges through one more barely break-even project.
If you've ever felt like telling a client to shove, but you couldn't afford to lose the revenue from the client, then you're not alone. Many IT companies realise that many of the problems they have with their markets are really their own business development problems reflected back at them. The market is merely the mirror.
If you too grapple with the above symptoms, then just enter your name and email address to download my complimentary white paper, entitled, More Brain Less Brawn: More brain Less Brawn: High-Leverage Client Acquisition Strategies For Privately Held IT Companies In The Knowledge-Based Economy.
In this white paper you discover...
- Six reasons why buyers avoid sellers like the plague
- To bid or not to bid - why the bidding cycle flops miserably and leaves sellers heart- and bank-broken (lost a pile of dough)
- Changing the seller's mindset from pursue to attraction
- Problems with the traditional "Budget-Authority-Need-Time" prospect qualification process
- The inherent dangers of managing business development by sales quota
- The seven gears of an automated client acquisition gearbox
- Transforming a slumbering peddler army to an agile business development commando
- Why 43% of your sales force quits your company every year and "steal" your best clients
- How to put together the puzzle pieces of high leverage business development system
- And much more...
As a bonus you also receive a complimentary subscription to my monthly newsletter, Tomicide Solutions: Selling Premium IT Solutions To Premium Clients At Premium Prices In A Commoditised World. I think you'll enjoy it, but you can unsubscribe at any time.
So, join a global group of IT business owners and business development executives that are hell-bent on transforming their organisations from haphazard individualised cold prospecting grunt work into a systematic, highly leveraged, consistent, predictable and reliable business development.
And then every month, in my newsletter you'll receive more ideas on how to pull this off. Just enter your name and email below and you'll receive the link to the white paper in a few moments.
Or if that better suits your taste, you can just...
Raise your sights! Blaze new trails! Compete with the immortals!
Tom "Bald Dog" Varjan
- Since 1998, 16-year high-tech veteran, engineer, programmer, project manager and technology buyer, Tom "Bald Dog" Varjan has been helping privately held information technology companies to position themselves as recognised, respected and sought-after industrial authorities, so they can market and sell their new, expensive, complex and hard-to-explain products and services to sophisticated buyers that represent the cream of the cop of their target markets. Over the years, using his More Brain Less Brawn High Leverage Business Development approach, Tom's clients have achieved as high as $2.17 million revenue per employee in organisational productivity, while drastically reducing the size of their sales forces.