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Showing posts from September, 2019

Value Selling? Challenger Selling? Bah!

Every so often, it seems, there is a new "Johnny come lately" on the sales scene as far as methodologies, means of engagement, etc. is concerned.  Whether it's BANT , MEDIC (or any its variants), Value Selling , Challenger Selling , etc. there always seems to be a new book that promises to make you more effective in your selling activities.  Here's and idea, however, that doesn't seem to get a lot of press coverage, in all likelihood because it's fairly obvious:  just solve the problem . Let me explain. With the exception of the CIO, CTO and CDO, most IT professionals aren't looking to anticipate future needs or prevent issues that will occur because they can start to develop a solution now.  Instead, they are reactive, seeing problems develop and then realizing that solutions are needed. See if these stories sound familiar. - The PMO is having trouble managing releases from the application development teams because compliance-related activities