I just wanted to post a reminder that I will be presenting at Cloud Slam '12 in San Francisco on May 31st at 10:30 AM.  If you will be at Cloud Slam please come by and see my breakout session.


Cloud Slam '12

I look forward to seeing you there in person.  Email me if you want to meet up.

Evolutionary or Revolutionary

Is it better to evolve or revolutionize?  Is it better to enhance or disrupt the status quo?  Which path is best for short term gains and which provides the best long-term strategy?  Which one of these is easier to sell and which one generates the most profit?  These are the questions that entrepreneurs have been asking themselves for a very long time.  The answers are not always very clear.  Keep reading below to hear our story and gain some exposure to what we are living through now.

Sales people want to sell

I find myself in heated debate more often than not when I meet with the professional services team at most VARs.  The conversation starts something like this:


me: "How successful have your sales reps been selling your services or solutions?"
VAR: "!@@#!@ Our sales reps CAN'T sell services!"


I have to remind myself, I sounded like that most of the last 12 years.  It was only in the last 4 years that I realized something...


"Sales reps love to win deals!"


There is no better way than that to say it.  If you have a sales rep that you think doesn't like to win, ask them, I am 100% sure they will set you straight.


Therein lies the problem.  If sales reps love to win but they are not selling your services, what does this tell you?  To me it says, "they don't think they can win selling your services."  If you have a really solid relationship with the sales team, ask them...  They'll probably tell you, if not in those exact words, then something remarkably close.  At their core they want to sell what they know they can win with.  That my friends is human nature.

The rebirth of my blog.

It has been quite some time since I have posted anything.  Mostly this is because I was finding myself having to censor what I was writing fairly often.  Then came the job change...  It has been a huge time vacuum, leaving only enough time for family and work.  Unfortunately, this also means my desire to chug out a blog was going unfulfilled.  Not any more.

We are generating so much interest in our new products that I think I would be remiss if I didn't blog.

I want to thank my new company for allowing me the latitude and time to get back on the horse.  So here is a shameless plug.

I will probably be posting the first new post later today or tomorrow morning.  I feel better already.