In sales, following the principles of BANT the acronym for budget, authority, need and timeline is always a useful strategy and one worth remembering. Budget The first thing to determine in a deal is whether a budget exists. Do they have the money? You need to know this before spending valuable time on an opportunity […]
Losing Fast – The Next Best Thing to a Win
Far too often salespeople fall into the quote and hope philosophy. They chase every deal, passing quotes out like candy on Halloween. They have either forgotten or never learned that losing fast is the next best thing to a win. The most valuable asset a sales professional has is their time. In order to maximize […]
Want To See Growth? Concentrate On The Metrics
As I travel the country and speak with more and more Data Center executives one question continues to be asked: “If the data center sector is growing then why is my team’s monthly recurring revenue remaining (MRR) flat or declining? We’re not doing anything different.“ Well there you have it. You are not doing anything different […]
Understanding the “What’s What?” of Data Centers
Are you currently looking to expand your IT infrastructure beyond your company’s walls? Are you considering the benefits of co-locating at a nearby data center? Are you already well down the path of data center evaluation, but puzzled because their offerings sound way too similar? Many of the companies we’ve been working with started off […]
