Full Stack Seller

Sales techniques and strategies are constantly evolving, and if you're not learning, you're falling behind. That’s why I've been an avid listener of The Brutal Truth about Sales & Selling podcast for several years now. Hosted by Brian G. Burns, this podcast has been a game-changer for me—and it can be for you too. The Problem: How Do You Stay on Top of Your Sales Game? As sales professionals, we often face challenges that can feel overwhelming: the pressure to close deals, staying ahead of competition, managing complex customer relationships, and constantly adapting to new technology. Many of us ask ourselves, “What’s the next big sales tactic? How can I stay relevant and improve my approach?” If you've ever felt like you’re missing out on new insights or that you need a fresh perspective, you’re not alone. And that’s exactly where The Brutal Truth about Sales & Selling shines. The Solution: Learn from the Best in the Business The beauty of this podcas...

  In today’s competitive IT landscape, where procurement processes are becoming more rigid and demanding, differentiating yourself from competitors is key. Whether you're bidding for IT operations, standard systems, or framework agreements for IT consulting services, presenting a "compelling" offer is essential. But what does that mean in practice? Understanding the Challenge Many companies struggle to make their offerings stand out in a procurement process. The challenge isn't just about providing the right solution—it's about communicating that solution in a way that resonates with the client. It's about presenting your services in the best light possible while maintaining a focus on quality and relevance throughout the proposal. The Solution: Matching Customer Needs with Your Offer One crucial factor in standing out during an IT procurement is aligning your offer with the customer's needs. This is where methodologies like the MEDDIC sales proces...

  In today's rapidly evolving digital landscape, the demand for effective IT service offerings has never been higher. Companies are looking for solutions that are not only reliable but also scalable, flexible, and easy to implement. This makes it critical for IT providers to package their services effectively to meet these expectations. But what exactly goes into creating a successful IT service offering? Below, we break down the 10 essential components that must be included in a well-packaged IT function service. The Problem: Navigating Complex IT Solutions The biggest challenge that many organizations face when choosing an IT provider is the overwhelming number of options, features, and technologies available. With such a wide variety of services, many companies find it difficult to understand what they truly need and how these services will integrate into their existing infrastructure. Solution Teaser: Clarity Through Thoughtful Packaging A well-packaged IT service sim...

In the fast-paced world of IT solutions, a client manager often finds themselves at the center of multiple moving parts, especially when a customer is procuring services across different areas. As the client’s main point of contact, you’re responsible for delivering the right IT solution, but you also rely heavily on various colleagues—legal, pricing, and technical experts—to ensure a strong bid that aligns with the customer’s needs and ambitions for growth. Problem or Need:   When your customer is evaluating multiple vendors and procuring various services, how do you, as the client manager, ensure that your company presents the most competitive and comprehensive offer? The challenge lies in coordinating across departments to secure a bid that not only meets but exceeds expectations. You are dependent on several teams, each playing a critical role in shaping the final offer, and this requires excellent internal collaboration. Solution Teaser:   To deliver a winning b...

In Creating strong customer relationships from the outset is crucial for long-term success. One way companies are achieving this is by offering an "entry-level deal." Whether you're introducing a new product or service, this business strategy can open doors, build trust, and set the stage for future growth. What Is an Entry-Level Deal? An entry-level deal, also known as an "initial deal" or "introductory offer," is designed to attract new customers by offering a low-risk opportunity to engage with your business. This type of deal is especially useful in industries where trust, experience, and expertise need to be established before a more comprehensive partnership is formed. For example, offering a short-term consulting service by a Level 5 consultant, or providing a training session on Microsoft Copilot for Microsoft 365 users, can serve as a perfect entry-level offer. These deals are often easy to sell because they promise immediate, tangible v...

In today’s project-driven business landscape, sales professionals often find themselves involved in more than just closing deals. When you’ve successfully sold a project to a client, it’s common to be part of the steering committee overseeing its execution. But did you know that sitting on a steering committee can be a powerful tool to deepen client relationships and open the door to new business opportunities? The Problem: Missed Opportunities After the Sale Many salespeople focus solely on the sale itself and then step back once the project is handed off to the delivery team. This can lead to missed opportunities to build lasting relationships with clients and identify new business prospects. Once the deal is done, staying involved is often seen as unnecessary or time-consuming. The Solution: Leverage the Steering Committee to Your Advantage As a salesperson, being on a steering committee gives you a unique position to stay close to your client. This involvement allows you to...

In the fast-paced world of business, finding effective ways to generate leads is crucial for growth. Webinars and events have emerged as powerful tools for connecting with potential clients, but how do they translate into real business opportunities? If executed correctly, these platforms can be a smooth sailing route to expanding your customer base and driving sales. The Challenge of Lead Generation Many businesses struggle with converting webinar and event attendees into viable leads. The gap between initial engagement and actual sales can seem daunting. The key lies in understanding how to effectively capture and nurture these leads. A Sneak Peek into the Solution The good news? With the right strategies, webinars and events can become goldmines for lead generation. By implementing a few targeted techniques, you can streamline the process of turning interest into commitment. What You’ll Learn In this post, we’ll explore five valuable insights you can gain from webinars a...

In the world of sales, cold calling remains a powerful tool, but it’s not just about having a great script or a perfect opening line. What truly makes a difference is the confidence you bring to the conversation. When you're reaching out to a stakeholder, it’s critical to nail the timing and secure that all-important meeting or call-back to make your pitch. Sales professionals often struggle with cold calling because it can feel intrusive, and rejection is a common outcome. The challenge is even greater when the goal is to engage with high-level stakeholders who have limited time and attention. In such scenarios, the real issue isn’t just what you say, but how you say it—and when. So, how can you turn a cold call into a successful interaction? It all boils down to a combination of preparation, timing, and self-assured delivery. By honing these elements, you can significantly improve your chances of getting a positive response from even the most difficult-to-reach stakeholders...