by brianw | 06.18.14 | content, sales
Lately, I’ve been thinking about how product limitations influence the sales process. When I was taught storage sales, years ago, I had a “qualification process”, based on IBM’s BANT, drummed into my head. Is the prospect a decision-maker? Does the prospect have...
by brianw | 06.07.14 | Uncategorized
On Friday, I had to chew out my client. Don’t misunderstand me; this chew-out was an exercise in tough love. I felt a little like a stern parent. As I watched my friends, the marketing managers, hang their heads, I knew my message was sinking in. What I told...
by brianw | 04.02.14 | content, data protection, education, Vendor
This morning, as I recover from the excesses of April Fool’s Day with a cup of strong coffee, I’ve been reviewing storage companies’ web presence, checking out their content marketing, and looking for ideas to bring to my clients. It was a nice...
by brianw | 10.11.13 | data center, data protection, Vendor
Recently, I’ve been writing about a comparison of seven data protection companies I did for a client. I uncovered a ton of insight and am still working on the full report. I spent between eight and ten hours reviewing each company, scouring the Web —...
by brianw | 10.04.13 | data protection, Vendor
My daughter is in one of those small kid phases where she’s wearing out a word. The word is “Ever.” “Is this cheese the best cheese…ever?” “Is this the prettiest shirt…ever?” “Is...
