Conventional sales wisdom has raised former car salesman, Joe Girard all the way to the Guinness World of Record, and he’s documented as the best car salesman in the world and one of the best salespeople who’s ever walked the Earth.
Then many years later, Dan Pink wrote his brilliant book To Sell is Human, and reveals the unadulterated truth about Joe Girard’s blazing success.
The fact that he was a diligent cold-caller and a ruthless manipulator, basically a liar, in order to acquire new customers.
And the same has happened to the same and similar business development dogmas in the world of information technology and how privately owned IT companies use them.
IT companies that rely on obsolete business development methods to acquire new business, that worked in the past but not any more, are shooting themselves in the foot. Actually, some of them, after firing, nail their feet to the floor too just to make sure they can never walk away from those obsolete methods.
They build their own prisons in which they are both the guards and the prisoners.
With that in mind, we’ll look at a few sales dogmas and pieces of conventional wisdom, that can keep IT companies in the dark ages and can force them remain fungible vendors and dreaded peddlers for the rest of their lives.
By overcoming these dogmas, they can move over to the respected expert side of the IT service provider continuum.
And this is what we discuss this month’s brain-fryingly electrifying episode of Tomicide Solutions, entitled, 18 Self-Destructing Marketing Dogmas The Privately Owned IT World Is Infested With Part 1.