I Am Not A Hunter & I Won't Sell Ice To Eskimos

One of our new colleagues asked me about the type of salesperson that I am. Q: Are you a hunter or a farmer? A: I am more of a farmer than a hunter. The upside of being a farmer is that you build long term relationships. The downside is that the sales cycle can be longer. Saying these, it is because of the relationship building that I have closed deals over a phone call. Q: Can you sell ice to Eskimos? A: I probably won't sell them ice. I would sell them a refrigerator if it makes sense to them. A refrigerator provides more value than ice. You can control the temperature of a refrigerator to accommodate your needs. By the way, do you need a generator to power your refrigerator? (for those who don't get it, I just added a up sell product)

Comments

3 Challenges Of Targeting Singapore SMEs For IT Solutions

IT vendors in Singapore love to target the SMEs (Small Medium Enterprise) in Singapore due to the sheer volume of SMEs here. I learned that targeting SMEs here require a special understanding of the environment, especially when it comes to IT solutions SMEs are defined as enterprise with less than 200 staff and annual revenue of not more than SGD2 million dollars. The sheer number of Singapore makes the industry a "honey pot" for any IT vendors. Source: http://www.singstat.gov.sg There are 216,900 enterprises in Singapore and 99% are made up of SMES and they contribute close to half of the S$367.00 billion nominal value created. While targeting SMEs is a must, I have experienced some the challenges around the way and look to share with readers here. Challenge 1: SMEs may not have a dedicated IT person It is impossible for SMEs to avoid having any IT today as the Internet has made IT a must have. In my discussions with SMEs, it came to a surprise that most SM...

How IT Monitoring Help Prevented A Potential Server Cascading Downtime

I had a customer once who bought brand new servers for internal office use. From the outside, the servers looked sparkling new and perfect. Being Windows servers, the customer opened the Windows performance task bar and all looked perfectly fine. Then he hooked up a IT Monitoring software as he wanted to peel further into the health status of the servers. Upon discovery of his servers, he went into new buyer shock. In one of the servers, the IT monitoring software shows that onee out of the four fans in the server wasn't working. This meant that the 3 fans were working harder to compensate for that one fan that wasn't working. This could lead to a series of unfortunate cascading event of all fans to stop spinning, leading to a potential server failure. As it was a new server under warranty, he promptly requested for his reseller to replace the server.

Predict Your Hard Disk Capacity

While hard disk storage space is getting more affordable by the day. the volume of data stored each minute is increasing exponentially. IT managers also encounter users with complains that their assigned servers have ran out of space. Sure, the IT manager, if using Windows OS, can open each server or PC's file explorer to check on the space available, but what if they had 100s they need to open? Here is where automation can help with a IT monitoring solution. a. Be Alerted Of Storage Nearing Full Capacity Set threshold settings for key storage devices and be alerted when they are nearly at full capacity. b. Get Automated Reports On Capacity Usage Use NetGain EM v10 automated report delivered to your inbox to receive capacity usage report on a weekly, monthly, quarterly, etc basis. You can also set the period of reporting of your choosing. c. Forecast Capacity Needs In NetGain EM v10, we have implemented machine learn algorithm to forecast capacity usage based on d...

Sales In Shorts

Search This Blog