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Tuesday, March 27, 2012

Rainmaker 13 - Are You Making The Most of Your Opportunity?


Technology isn’t about electronics. Technology is about how we work. Moving forward is usually a random walk.

The first few versions of an improvement are often hilarious...after we’ve recovered.

Databases are capturing and holding a lot of information about our customers. That is supposed to give a great benefit for selling.

To err is human. To really mess up requires a computer.

So what’s the best way to use all this data about our customers and prospects?

I find the key to the sale is to be present when the customer figures out something new. People like to learn something new and if I’m associated with it, I’m welcome in the future, sometimes even desired.

The purpose of data is not to tell someone what they already know, or even to make a recommendation of how they should act. The purpose of learning about your customers is to put yourself in the position where they learn something new in your presence.

Definition: A Rainmaker creates a significant amount of new business for a company. The Sales Lab Rainmaker Series is one rainmaker technique for technologists during the first 300 seconds (five minutes) of the monthly Capital Technology Management Hub Meeting.

Here's the growing collection:

#12 - Makers - The Future is NOW (3-11-12)
# 7 - Mark Your Territory (8-22-11)
# 5 - Start With an Offer (4-27-11)
# 2 - The Name Tag (1-5-11)
# 1 - Gifts (11-5-10)
The Beginning - Rainmakers (11-3-10)

April 10 is the next Capital Technology Management Hub featuring Rainmaker 13 - Are You Making The Most of Your Opportunity? The featured speaker is Tom Cooper of Bright Hill Group, presenting How to Deliver On a Project - When Your Team Doesn't Report To You.


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