On Monday I met with two companies with very different approaches to price and margin. One company's sales team said:
"one of our strengths is that we are so flexible on price."
They view it as a differentiator that they are willing to get the...
Have you ever heard this story before?
Note: This is the 1st of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.
Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...
Customers will normally schedule time to speak with you, but it's not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want to speak with 10 accounts, I need to target 20.
For years I have wanted this service. Some promised, but no one delivered. And now along comes Plaxo.
How many failed enterprise IT projects will it take: 'til too many people have died?
OK, the Bob Dylan reference may be overkill, but SaaS represents a revolt against the sins of enterprise software past. The challenge today selling enterprise...