Because they need a wake-up call to realise that in today's Internet driven environment, in which buyers have all the access they need to all the information they need to make buying decisions, and they don't want to meet salespeople who puke tired sales pitches and try to strong-arm buyers to sell their products or services.
They hire me because they've realised that putting more feet on the streets to pound pavements and more fingers on telephone dialling pads to dial for dollars don't work, but they don't know what else to do because this is what they've always done.
They hire me because they want to move from the "loudmouth street peddler" approach (doing presentations) to consultative selling (doing diagnostics), so buyers can regard them as peers as opposed to subordinates and supplicants.
They hire me because, as an engineer, I spent 14 years on the buyer's side of the negotiation table, and I offer the kind of buyers insights which most sales and marketing experts don't know.
They hire me because they need help to translate their technical features to boardroom-calibre business value which top decision-makers listen to, invest in and act on.
They hire me because they are sick and tired of chasing after the market and bumping into price-obsessed procurement agents again and again who are scanning the horizon for low bidders and fools who are willing to submit detailed proposals that get implemented either internally or by the lowest bidder.
They hire me because they need someone who can guide them through the change process of going from replaceable vendors to respected authorities. They need someone who can do it with a cool head and without hitting the panic button every time there is a small setback, and they know that a former soldier and a veteran skydiver has the nerves to successfully pull it off.
And they hire me because they need an underdog with the devious mentality of a gutter rat who knows the "gutter" rules in case the shit seriously hits the fan, and knows how to get back on track and into the proverbial sunlight of the marketplace.
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