Archive for October, 2008
Posted by Chad Koser in Selling to Zebras Tuesday, 21 October 2008 08:12 No Comments
With the dramatic increase in the financial volatility in the past couple of weeks, it appears that the culmination of the Cloud Summit last week could not have been scheduled at a more appropriate time. A good summary of the details, as well as a good quote from Zebra Jeff accompanied by particularly “Presidential” photo of Zebra Jeff (also at left), can be found here at the Collaboration 2.0 blog, authored by Oliver Marks.
On a related note, here are the results from our Cloud Computing survey:
1. Cloud computing will impact your sales model.
-Vast 12.5% -Significant 50% -Moderate 12.5% -Slight 0.0% -Zero 25%
2. Cloud computing necessitates that you articulate a predictive value proposition as a major component of your sales methodology.
-Agree 75% -Disagree 25%
3. In your opinion what are the compelling business reasons for companies to move to cloud-based solutions? (check all that apply)
-Costs less than comparable traditional or SaaS (software as a service) solutions 50% -Noninvasive implementation 75% -Reliability – works the first time, every time 37.5% -Allows you to sell your main product as well as your already proven expertise/methodology for selling those products 37.5%
Posted by Chad Koser in News Archives Friday, 17 October 2008 19:33 No Comments
10 Questions with Sales Expert Jeffrey Koser
About Bruce Richardson
Bruce Richardson brings more than 27 years of experience to his current role as chief research officer at AMR Research. Bruce has spent most of his career analyzing the software industry with a distinct emphasis on ERP and supply chain. Since joining AMR Research in 1988, he has been responsible for spearheading new market coverage and contributing to the company’s analysis of leading market trends in areas such as ERP, supply chain management, service-oriented architectures, software-as-a-service, software appliances, and virtualization and visualization.
Posted by Selling to Zebras in News Archives Tuesday, 14 October 2008 14:20 No Comments
Bruce Richardson from AMR Research interviewed Jeff Koser after they both attended the Cloud Summit Executive in October, 2008.
**View the Video** Cloud Summit Panel Discussion October 2008
Bruce Richardson’s panel at the 2008 Cloud Summit in Mountain View, California.
Note – for learn how you can sell today, even in these record breaking financial times, please advance "play" to: 20:40 How to sell – even in this economy.
Speakers:
Robin Vasan, Managing Director, Mayfield Fund;
Jeffrey Koser, Author, Selling to Zebras; and
Bryan P. McGrath, Equity Research Analyst, Technology Group, Credit Suisse"
First Thing Monday
Given the current economic climate, we thought readers could benefit from some new insights about improving the sales process and productivity. Mr. Koser graciously agreed to participate. Here are the highlights of our many conversations:
Posted by Selling to Zebras in News Archives Tuesday, 14 October 2008 14:08 No Comments
Tuesday, October 14, 2008
Silicon Valley Computer History Museum /
Mountain View, CA
Moderator: Bruce M. Richardson, Chief Research Officer, AMR Research
Speakers:
- Jeffrey Koser, Author, Selling to Zebras
- Bryan P. McGrath, Equity Research Analyst, Technology Group, Credit Suisse
- Robin Vasan, Managing Director, Mayfield Fund
Jeff Koser joined Bryan and Robin in the Selling the Cloud to Wall Street and Main Street session. They participated in an engaging exchange of thoughts, concerns and general questions on defining doing business “in the cloud”.
Oliver Marks, an independent consultant and blogger for zdnet.com and olivermarks.com, posted the following “quote of the day” from Jeff upon attending the ‘Selling the Cloud to Wall Street and Main Street’ session, “The number one reason executives don’t buy software solutions is because they don’t believe their staff will be able to operate it” This along with recession induced fear and apathy appear to be the biggest competitors to adoption in an environment hungry for cost effective solutions.
Focusing on people and their processes is a far more effective way of selling software as a solution to tactical problems than offering a software package as a cure-all panacea.
The inaugural Cloud Summit Executive was a huge success! Over 300 registered attendees from all over the Silicon Valley attended the one day event. We heard from executives and entrepreneurs in the industry, and delved into how the cloud is changing the computing landscape. One message was clear throughout the conference – this emerging $95 billion market (over the course of 5 years) is not going away.
Posted by Chad Koser in News Archives Friday, 10 October 2008 08:12 No Comments
Barnes & Noble – Tuesday, 10/22/08 – 7:00 PM
Jeff and Chad gave a 20 minute talk, Q&A, and signing.
Recent Book Signing Events
We want to thank Jennifer DeNicola, CRM, at Barnes and Noble Brookfield Square for hosting a spectacular event with Jeff and Chad on the evening of October 22nd. There was a great group of people that stopped by to listen to the authors and asked some very poignant questions. A good time was had by all! Thank you for stopping in and supporting Zebras. We also want to thank Barnes and Noble – Bayshore Towne Center in Glendale, WI and West Towne Mall in Madison, WI for 2 memorable and successful events.
Special thanks to Community Relations Manager – Barb Johnson and Danielle from Bayshore Towne Center and Community Relations Manager – Jeanne Huie – West Towne Mall. Each respective CRM and staff were accommodating and welcoming. We had fun, met some great people and signed some books. Thanks for supporting Zebras!
You can purchase Selling to Zebras HOW TO CLOSE 90 % of the BUSINESS YOU PURSUE FASTER, MORE EASILY and MORE PROFITABLY at your favorite Barnes and Noble Bookstore.
