Posts tagged as:

technical sale

The Best Sales People Might Not be the Sales People - So Who Are They?

by Bill Caskey on October 18, 2007

We work with a technology firm that has a 90-day selling cycle and a 90-day implementation cycle. They sell telecom/networking/convergence technology. But here’s the problem. The customer - at the point of sale, when the contract is signed - is ecstatic - full of excitement.
But by the time the implementation is over, the customer loses [...]

{ 0 comments }

The Mindset of the Entrepreneur

by Bill Caskey on October 11, 2007

A couple of weeks ago I had the chance to speak to the Greenville Chamber of Commerce to the NEXT Group, a subset of the Chamber specializing in emerging technology companies.   One of the challenges that entrepreneurs face in building their business is that they need to respect, revere and understand what “selling” is and [...]

{ 0 comments }