B2B Business Development Resources For Information Technology Companies With Complex, High-Ticket Sales

Selling complex, high-ticket IT solutions has changed over the years. Hell, it's got tougher, and is still getting tougher by the day. Buyers, who are sick and tired of the old sales tricks and dog-and-pony show presentations, are barricading themselves behind purchasing departments and layers of gatekeepers to protect themselves from the barrage of commission-crazed peddlers.

They also tighten their grips on their organisations' purse strings to make sure no one takes out even one red penny without proving a hefty ROI.

And in this shuffling madness of desperately trying selling more, most IT companies are merely redoubling their efforts by assembling larger sales forces to pound more pavements and hire larger call centres to tele-pester the marketplace.

And buyers run and hide from these overzealous hucksters more effectively than ever. In the meantime sellers' costs are rising, while their margins are falling.

I've tried to make this site valuable for you, based on my 14 years as a technology, including IT buyer, and since 1996 an IT business development strategist. I hope you find it valuable too and can apply some ideas to your company's success.

Published Articles in Magazines

Small Business Canada - 20 Fantabulous Ways to Raise and Safeguard Professional Fees. Read article here.

Forum - Year End is Coming: Does That Mean It's Client Abandoning Time Again? Read article here.

Forum - Hiring the Right Dudes or Dudettes for Occasional Project Work. Read article here.

Forum - Time vs. Value: Which One Do You Get Paid for? Read article here.

BC Business - Cracking the Billable Hours Ceiling. Read article here.

Business Services West - Stop Time-Based Fee For Service Professionals. Read article here.

Business Services West - Ten Way to Increase Client Value, While Reducing Your Time and Effort of Delivering It. Read article here.

Project Manager Planet - Project Management Teams Critical to Success of Software Purchases. Read article here.


Business Development White Papers

These white papers are about various aspects of IT business development both on the strategic and the tactical levels. They are free, so you don't even have to register for them. Except one that is really a bonus when you subscribe to my newsletter. Hence the form below. But all the other white papers are there for your review. Enjoy.

Strategic Guide To Online Business Development

It's The Kill, Not The Thrill Of The Chase: 17 Symptoms Of Ineffective Business Development In IT Companies, And What They Can Do About Them

Information Technology Peddler Quiz

Eight Retarded - Yet Common - Business Development Mistakes

Ten Warning Signs of Dysfunctional Business Development Departments

Ten Ways High-Tech Companies Slaughter Their Bottom Lines, Brands and Reputation Through Obsolete And Over-Aggressive Sales Strategies

19 Questions To Ask Marketing Consultants Before Engaging Them


Tomicide Solutions: Selling Premium IT Solutions To Premium Clients At Premium Prices In A Commoditised World Monthly Newsletter

In case you're not yet receiving my newsletter, you can subscribe here, and every month I'll try to bore you to tears with discussing a certain aspect of business development. And since we know that crying cleanses the soul, you can only win. So be brave and put in your name and email.

Please enter your information below to request my business development white paper: 7 Strategies To Eliminating Ugly, Filthy Cold-Prospecting Grunt Work, And Have Top-Notch Prospects Come To You Ready For Business.
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I treat your information as top secret and 100% confidential. And at any time you get fed up with my writing or me, you can easily get off my list.
This registration also gives you access to my monthly newsletter, Tomicide Solutions and the podcast version of the newsletter.

Tomicide Solutions is my monthly email newsletter, covering various aspects of B2B business development for premium IT companies. Unlike most newsletters out there which present short articles on several topics, I go into only one topic, but go into it at the deep end. Hence my newsletter articles are in the range of 3-5,000 words, or sometimes even more. A few years ago, one of the articles was just over 13,000 words.

Yeah, sometimes I get carried away. But a few weeks later a reader reported that as a result of reading it, she had closed a her very first six-figure engagement. I reckon, her investment in reading the article had paid off with a damn good return.

No, it's not an easy read. But I believe it's a meaningful read for IT executives and managers who are in charge of landing clients. I do my best to add as much meat to it as I can. That's why I mix in some entertainment and use "non-corporate" language. Also, to make the points easier to understand, I often use pretty vivid language for better understanding. I hope you find it worth reading.

Tomicide Solutions Newsletter Archive

Other flaws of this newsletter are occasional typos and spelling mistakes, most of which are not spelling mistakes at all but my British or Queen's English. Thanks for your understanding.



2017 Issues

Apr: 7 Misdirected Inbound Marketing Practices That Can Play Wrecking Ball on IT SMEs Bottom Lines
Jan: But Who Brought That Sales Lead In Anyway?


2016 Issues

Dec: What Do You See Looking In 2016's Rear-View Mirror?
Nov: Please Show Me Your Cost Structure
Oct: 9 Delusions And Misconceptions Procurement Agents Have About Engaging IT Service Providers
Sep: The Art And Science Of Offering Options In IT Service Proposals
Jun: Six Client Acquisition Obstacles IT Marketers Face And How To Handle Them
Apr: 17 Philosophical Differences Between Respected IT Authorities And Fungible IT Vendors
March: Are You Growing Or Merely Enlarging Your IT Busines.
February: Good IT Companies Have Sales Goals And Sales Superstars; Great Ones Have Sales Systems
January: Who Makes The Most Money In Your IT Company?


2015 Issues

December: Effective Business Development Forecasting
July: 12 Vital Questions To Ask Before Accepting Projects From Start-Ups
June: 12 Reasons For Using Direct Mail In Your IT Marketing Mix
May: 7 Ways IT Companies Leave Money on the Table And Under-Serve Their Clients
April: Seven Dirty HR Tricks That IT Professionals Hate In The Recruitment Process
March: The Importance of a Good Receptionist
February: 8 Things I've Learnt From Being A Technology Buyer
January: 7 Ways To Avoid Being Referred To Purchasing Agents Or IT Managers


2014 Issues

November: How To Assess User Skills In Your Sales System?
October: What To Do When Salespeople Don't Use Your Sales System?
September: How Do You Know Your Sales System Is Up To Scratch?
August: Do You Really Need A Sales System Or Can You Just Wing It With A Bigger Sales Force?
July: Signs of Troubled IT Project Opportunities (Both Before And During Projects)
June: 6 Questions to Ask Business Development Manager Applicants
April: 6 Dumb Dogmas of IT Business Development
March: 5 Copywriting Rules To Bend When Selling Complex, High-Ticket IT Solutions
February: Which Of These Ten Self-Defeating Activities Do You Quit Doing In 2014?
January: Shoving The Sales Round Peg Into A Marketing Square Hole


2013 Issues

November: Four Behaviours That Can Tank Relationships Between IT Buyers And Sellers
October: Year End Is Coming, So It's Time To Dump Dead Wood Clients
September: How To Make Your Company A Hard-To-Reach Premium Calibre IT Authority
August: 6 Ways IT Companies Leave Money On The Table
July: How To Improve The Relationship With And The Productivity From Your Subcontractors
June: 18 Self-Destructing Marketing Dogmas The Privately Owned IT World Is Infested With Part 2
May: 18 Self-Destructing Marketing Dogmas The Privately Owned IT World Is Infested With Part 1
April: 8 Ways IT Companies Can Kill Themselves By Responding To RFPs
March: How Do You Recognise Super-Busy Deadbeats In Your Business Development Team
February: 3 Reasons For Automating Business Development
January: The Mysterious Ins and Outs of Decision-Making


2012 Issues

November: 5 Vital Components Of Successful Client Interviews
October: Selecting A Winning Business Development Plan For Your IT Company
September: 18 Criteria To Define Whether Your IT Business Is A Sought-After Authority Or A Replaceable Vendor
August: 10 Business Development Thoughts That Could Liberate Your Sales
June: Who Is In Charge Of Business Development?
May: Eight Advantages Of Premium Pricing Strategy And Eight Disadvantages Of Economy Pricing
April: Human Resources Management Confusion: Demanding Excellence Vs. Creating A Culture Of Excellence
March: Are Your IT Talent Selection and Recruitment Practices Leading Your Company Down The Doom Loop?
February: About Compensating Business Development People
January: Five Reasons To Flex Your Marketing Muscles Not Your Sales Muscles


2011 Issues

December: 15 Ways Marketing Can Support Your Sales Success
November: How To Segment The Marketplace For Your IT Business
October: Sales Lead Mismanagement In IT Companies And How To Remedy It
September: How to Use After Action Reviews to Debrief IT Consulting Projects
August: 17 Common Direct Mail Mistakes IT Companies Make Part 2
July: 17 Common Direct Mail Mistakes IT Companies Make Part 1
June: Three Practical Objections Against Cold-Calling To Sell Premium IT Solutions
May: Two Business Development Diseases And What To Do About Them
April: 10 Common IT Client Acquisition Misconceptions
March: Are Your Follow Up Messages Too Aggressive?
February: How Do We Know If We're A Replaceable Vendor Or A Trusted Technology Advisor And A Respected Technology Authority? Part 2
January: How Do We Know If We're A Replaceable Vendor Or A Trusted Technology Advisor And A Respected Technology Authority? Part 1


2010 Issues

December: How Can Marketing Automation Replace IT Salespeople?
November: How Deming's 14 Points Apply to IT Business Development Departments Part 2
October: How Deming's 14 Points Apply to IT Business Development Departments Part 1
July: Should Information Technology Companies Do Sales And Marketing Or Integrated Business Development?
June: 10 Ways IT Companies Screw Up Their Retainer Contracts
May: The Three Sides Of High Leverage Business Development
April: 14 Ways Information Technology Companies Waste Their Marketing Budgets
March: Setting Marketing Budget For Optimised Client Acquisition
February: Quantifying IT Solutions For Optimum Value Pricing
January: Eight Ways Lowest Bidders Can Wreak Havoc In IT Companies


2009 Issues

December: Are You an IT Consultant or A Computer Technician?
November: Who Are We Hiring? Impressive Resumes Or World-Class Talents?
October: Eight Lethal Mistakes That Screw Up IT Business Websites
September: Seven Mistakes IT Companies Make Regarding Their Selling Processes And Sales Staff
August: 22 Overlooked Warning Signs from Problematic Prospects And Clients - Part 2 of 2
July: 22 Overlooked Warning Signs from Problematic Prospects And Clients - Part 1 of 2
June: Sales Lead Generation in the Traditional Versus the Lucrative Way
May: Eight Death Traps IT Companies Can Fall Into By Hiring Subcontractors With Low Contractor Bids
April: The Inherent Lunacies Of Traditional Consultant Fees For Premium IT Services
February: Do We Really Need Rainmakers: The Rain They Bring Is Good, But The Draught They Leave Behind When They Leave Can Kill Your Business
January: Using Salesmanship In Print For Better Sales Force Management And Improved Sales Force Effectiveness


2008 Issues

December: Building and Maintaining Your Personal And Professional Power In Business Development
November: Eight Excellence Factors In Technology Business Development
October: 13 Ways Technology Companies Are Wasting Their Marketing Budgets
September: The Fine Art And Science Of Employee Compensation Management In Technology Business Development Careers
August: 11 Ways of Building Inner Values Among Your Business Development Folks
July: Are We Chasing Beasts Or Scratching The Ground To Eat And Live Another Day: Selling Through Hunting Or Farming
June: Merely Serving Clients Or Reinforcing Client Expectations
May: Five Key Client 'Deliverables' In Managing High-Tech Engagements For Value
April: Five Distractions That Undermine Technology Business Development Departments' Performance
March: Five Sure-Fire Signs Of A Smart Business Development Strategy For Technology Companies
February: Maximising Project Value Through Better Collaboration Between Business Development And Project Management Teams
January: Technology Brochures From Sellers' Drawing Boards To Buyers' Rubbish Bins


2007 Issues

December: The Dirty Little Secrets Branding / Advertising Agencies Don't Want You to Know
November: 13 Mistakes That Can Make A Pig's Ear Of Your Email Marketing
October: Eleven Diseases Of High-Tech Business Development Departments
September: Eleven Website Mistakes That Turn Premium High-Tech Companies Into Cheap Commodities
August: Building Team Selling Strengths In Technology Service Companies
July: Seven Considerations for Spam-Free Email Marketing
June: Eight Leadership Principles The Military Can Teach Business Development Folks
May: The World Of Selling Technology Is Changing. Is Your Company Changing With It?
April: Meeting Prospects From Smaller Organisations
March: Why Every Technology Businesses Should Be Based On Selling Integrated Professional Services and Not Only Selling "Things"
February: A Bodybuilder or an Athlete: Are You Building Your Website For Show or Dough?
January: Six Major Problems with Manual Labour Grunt Work Type Lead Generation


2006 Issues

December: Eight Benefits of Using Education-Centred Marketing
November: Seven Early Warning Signs of Mishiring Business Development Team Members
October: How To Test Your Marketing
September: Befriending The Media
August: What To Do With Your Marketing? Push It Or Pull It?
July: Who Qualifies Your Prospects? Sales Or Marketing?
June: Switching Into Higher Gears In Your Business Development Gearbox

Business Development Articles

With this site I wanted to create the proverbial 2 by 4 to hit business owners on the forehead and make then stop and think for a moment about how they could do their business development more effectively.

I hope that as you read this stuff and start thinking and seeing your business from different perspectives, you take action on some of the ideas. Look, the truth is not always pretty, thus it is not easy to handle. But once you handle it, you will be liberated. This is not meant to be pretty and politically correct stuff but a useful and practical for improvement seekers. Thanks for understanding and enjoy the ride.

General Topics

This section is about the mindset behind business development at a "world-class" level. It may seem tough and inconvenient, but no one has ever achieved excellence through sweet talk and pampering. Excellence is not something that is cheap, traditional, comfortable and convenient to achieve. There is some blood sweat and tears along the way. Or as the saying goes, you can't make chicken salad out of chicken shit.

  1. Avoiding the Workhorse Syndrome: Automating Business Development

  2. Now You May Ask: "What Is a System, Anyway?"

  3. Sales Commissions: Short-Sighted Business Owners' Solution to Short-Term Gain And Long-Term Loss

  4. 14 Ways of Wasting Your Information Technology Marketing Budget

Leadership And Management

This is where a company stands or falls. When you look at world-class companies, you find some commonalities in the way they lead their people and manage their business development activities. Using Motorola's terminology: "Leading people from the heart, and managing business from the head." If you consider Motorola's amazing success, you can see the truth in this statement.

  1. Business Development Activity Ratios


Lead Generation

  1. Chasing Flies Out Of Your Pantry And Other Sales and Marketing Thoughts

  2. 17 Costly Yellow Pages Advertising Traps IT Companies Can Fall Into
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