Trade Secret Proposal Tips
Whether you’re a customer or a vendor, there are many undisclosed facts about proposals. The most protected truth is that the decision is already made and the game is rigged […]
Navigating The IBM Sales Approach
I’ve seen just about every sales approach from half a dozen industries over the last decade – some I’ve even tried myself. While we abandoned it in the early 90’s, the […]
Innotech Oklahoma Technology Bubble
Innotech Okahoma for 2013 was the culmination of another technology bubble that’s already burst. The Cox Convention Center was a great venue, that with the matching Ford Arena will draw regional events […]
Questions Customers Should Really Ask
I can quickly tell when a prospect is serious and a good fit. You judge by the questions. It’s tough for customers as most potential vendors they see have no differentiating […]
Disruptive One Year Contracts
I haven’t found that guy yet. He must be a slick Jerry Maguire type. Instead, maybe it’s a woman like the oracle character from the Matrix, who just “knows” what is […]
Technology Costs Rise Over Time
There’s a popular myth perpetuating that the price of technology goes down over time. You can even hear it on Sirius from Paycom about how their technology is better and […]
No Contract No Commitment
No contract, no commitment is a business reality that means if there is no agreement then you should expect nothing. You read that right and let it sink in. We often […]
10 Things to Know About Microsoft Partners
With nearly 20 years of experience as a Microsoft Partner, clients and peers often don’t realize what the designation means: Everyone is a Microsoft Partner. That is an exaggeration, but […]
Dark History of Oklahoma Informaton Technology
We’ll call it the Bobby McFerrin era of the “don’t worry, be happy” mid to late eighties. The Tulsa MicroAge franchise dominated the state-wide Oklahoma technology channel for hardware, software, and services. […]
