1. BPM Comes Alive Sales Tool -- Don't Sell Commodity Functionality

    01:32

    from John Morris Added 32 1 1

    THIS VIDEO SHOWS FUNCTIONALITY THAT GIVES A BUSINESS ADVANTAGE TO THE USER. THE LAST SLIDE ("D") HAS A DEPENDENCY THAT CANNOT BE ACCOMMODATED BY MOST BPM SOFTWARE, WITHOUT CODING. ------------------------------------------------------------------------- How can you close a deal? With all the hype out there about this technology and that product? For sure you'll have a use case -- and a business case. And executive support. But what about your technology? I've seen too many technology demonstrations where the real value of the product is not shown! Instead demonstrations concern "commodity functionality". And the question of who wins the deal becomes a lottery, or a golf game. That's old-style sales. This is a technology world now. And you need to put your best foot forward. Of course as a great sales person, you have to make sure you have a well qualified customer, and a decent relationship, and real business pain, and readiness to move, and budget, and an executive champion. But you still have to show you can do the job. And this is where you can win -- if you don't turn your product into a commodity! The video here shows an example of a "technology advantage" in action. The specific technology is business process management (BPM) software technology. And recall that BPM software buyers have seen it all before. But as shown in the sequence of four animations in the video here, the proposed software does something that many people "in the room" won't expect And that unexpected is this: The software (for which this presentation was developed) gives complete freedom to the business executive to specify how they want their process to run. This freedom is a huge advantage to business people. Because without this freedom, you have to "bring in the coders". And bringing in the coders means you lose much of the benefit of going BPM in the first place. BPM-without-restrictions is a sales advantage. But only if you can show why it's an advantage. Because the "other sales guys" are not going to highlight how difficult their products are to work with. BPM is the best technology that should be more successful. And the reason that BPM technology has been often frustrating is that behind the scenes most products are not yet fully capable of code-free business process. So the products that are more code-free, can win. If the huge difference between "executable BPMN" and everything else is made clear. And it's a big business difference. In your rush to sell, don't "hide your light". Technology makes a difference. Don't turn your achievement into an also-ran commodity!

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    • Sales Strategies: The Elevator Pitch Workshop with Chris Westfall

      03:47

      from YourOnlineVideo Added 12 0 0

      http://westfallonline.com Need new ideas for your sales team? Your best story comes from inside your organization, if you want to make your message matter. Here are several excerpts from a recent workshop, filmed in Las Vegas. Participants received coaching and learned how to build a concise message - designed to persuade and influence even the most difficult customers. Ownership, retention and transfer: three things that set apart a Chris Westfall seminar - because The NEW Elevator Pitch is changing the conversation for companies around the world. More info: http://thenewelevatorpitch.com Access the 118 Pitch Course - an online video curriculum designed to help you pitch anything, and win. Featuring Bloomberg TV's Jeffrey Hayzlett, offering insight into branding, communication, influence and more: http://www.udemy.com/118-pitch-course

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      • Technology Sales View Point Briefing - Sean Ryan, Director, Alexander Group

        01:38

        from Alexander Group Added 87 0 0

        B2B technology vendors face many challenges in today’s post-recession environment: fierce competition, demanding cash-strapped customers and employee choice in the workplace.

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        • Women in Sales Awards

          01:45

          from Zars Media Added 1 0 0

          Nominate women in revenue generating roles within your company.

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          • CSE Forum Testimonials - Technology

            01:07

            from Alexander Group Added 10 0 0

            Sales executives from the technology industry attend Alexander Group's Chief Sales Executive Forum to gain insight, learn from experts and network with their peers.

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            • Why Sales Leaders Should Attend the CSE Forum

              01:32

              from Alexander Group Added 40 0 0

              Sales executives from all industries attend Alexander Group's Chief Sales Executive Forum to gain insight, learn from experts and network with their peers. And have some fun! Don't miss the 2013 CSE Forum, November 11 - 13 in Monarch Beach, CA . Details can be found at http://www.alexandergroup.com/events/cse-annual-forum

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              • Westfall and Associates LLC

                03:53

                from YourOnlineVideo Added 1,463 1 0

                Chris Westfall is the President at Westfall and Associates LLC, a consulting firm that specializes in advanced sales and marketing strategies. He is an author and keynote speaker. Specialties include: Professional development coaching, marketing and branding, business development, and more. Website is westfallonline.com or contact via telephone at 214.205.4662

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