Cloud Computing Will Take Center Stage in 2011

Metafile Predicts Cloud Computing Will Take Center Stage
— Cloud computing, managing evolving 1099 regulations and retail accounting automation will be pervasive accounts payable (AP) and accounts receivable (AR) document management trends in 2011, according to Metafile Information Systems.
Metafile is a paperless accounts payable (AP), accounts receivable (AR) and human resources (HR) document management and workflow solution provider, and a Microsoft Gold Certified Partner. Its flagship product, MetaViewer, is used by more than 15,000 financial professionals to process more than 15 million paperless transactions per week.

Why SMB's will rule the world

I think SMB'ers need to jump on the social media bandwagon now! It makes way too much sense, it fits the mold...

...its intimate, personal, engaging which is exactly what SMB'ers claim is the advantage of doing business with them in the first place.

Social media stands for the same principles small businesses are built. Partnerships that work together to solve business issues instead of holding each other hostage with contracts and price wars.

The social media boom points to the need for human connection on a level that is different from previous generations. The SMB'ers have always had the advantage of personal service, access to personal cell phones and the ability to collaborate without calling it "consulting". Social media is another dynamic for the SMB's to build trust and cultivate relationships.

The mighty Fortune 100 can no longer confiscate the brightest and best talent for their own gains, the talent is everywhere. There is expertise in any field you choose to follow. Trying doing a twitter search on your industry or hop on Linked In and source a group.

Already nimble and quick, the SMB's can now extend personal service across regions, states and countries. Combine that with having access to the same talent and information as the big boys and the world might start to look differently.

Yes, the deep pockets of the Enterprise will always drive economies of scale, but now more than ever, social media is rich with information and talented people who want to cultivate a relationship.

Upcoming Cloud Conferences

Upcoming Cloud Conferences Worth Checking Out
— Here at VM we’re planning our spring 2011 conference tour and we’re happy to say there’s a lot going on in the world of presentations and meetings about cloud-computing. Deadlines are fast-approaching though, so check out the list we’ve put together below and see if there’s something happening near you… hope to see you there!

Note: this list is incomplete and bound to change. Descriptions were taken off the sponsoring organizations’ websites and so may not reflect content and/or quality. Don’t hold us accountable if a conference sucks.

Private V Public the cloud debate continues.

Tim Negris, Cloud Computing Journal, writes, "the private cloud enables elastic computing but the public cloud enables the elastic enterprise, a new business model where IT is resource that is shared with partners and customers. It can create new business processes that have greater richness, flexibility, and efficiency than those used in the locked tower of the vertically integrated corporations of the past hundred years. As with any new paradigm, nobody should plunge into it this new world without caution or knowledge. But, plunge they should. Private computing is soon to go the way of on site power generators and telephone PBXs."

For the full article:  Public Cloud Computing: Enabling the Elastic Enterprise

Thank you Tim for letting me share!

Today its all about price or is it?

Lately, I have really touched a nerve with my boss.  We are working on a number of opportunities and it seems all the conversations have become centered on price.  I am being accused of not of focusing the full suite of benefits my company has to offer and jumping right to price.  As a disclaimer, and clearly sucking up to my boss, he is very fair and a tremendous sales person.  In fact I have the freedom to write this because he trusts our relationship.  So, as much as he might be right, I am exploring if leading with price is a good tactic or not?

As a sales professional sometimes we make decisions based on what our gut or what a prospect is telling us.  There are definitely opportunities, usually the "Whale" type, that require submitting a best price just to get a seat at the features and benefits table. What is the best way to handle these?  Here are three things you can do to gage the validity of the RFP:

1.   Ask the right questions:

-Is this a real opportunity or a budgetary exercise?
-What is driving the cost analysis?
-Will price be the determining factor in choosing a vendor?
-Who are the getting quotes from?
-Ask for a meeting or a 15 minute phone conference?

What I'm looking for is detailed answers, the more information the prospect can provide me the better chance this is a real opportunity.  This may give me indication to put a strong enough quote on the table to get a seat at the meeting.  If the questions cannot be answered, chances are this is a fishing expedition, I give pricing without incentives and follow up regularly.

2.  Ask the right people:


-I check my LinkedIn connections, there is a good chance I am connected to someone at the company.
-Ask at networking events, on occasion I have even ask a competitor, "What did you think of that RFP from XYZ"
-Ask your boss for permission to discount outside of normal parameters!   If I ask the right questions, it helps my boss make the best decision.

3.  Sell into the opportunity:


-This is the strongest advice I have received and if your not involved in a group like the salesplaybook on LinkedIn, you are missing some great sales tips.  With tools like LinkedIn, Twitter and Facebook I now have the ability to stay close to prospects and to my competitors.  I can follow company blogs to see what if any challenges they may be facing.  I can post relevant content in groups they are members of, I can provide helpful links to industry information or post success stories similar companies have experienced with a similar solution.

I am a big believer is selling something you believe in and asking for a fair price, but when I find myself stepping onto the price war field, I want to make sure I am prepared. Before you fire the first shot make sure you have all your basis covered and have a plan to sell into the opportunity.

3 Steps to move DR into the cloud.

Its time to start planning to expand DR beyond "tape in a briefcase". This is no easy decision; there isn’t reference material with a formula that defines when or what to invest in for an appropriate DR solution. Everyones situation is different, but with public cloud models generating more support, it seems like now is a good time to revisit DR planning.

Step1: Answer the right questions.

How long can I be without my applications and data?
How much am I willing to invest in my plan?

What is the risk of a disaster impacting my business?

As is everything else in life, time and money are critical factors.

To start with I can't confuse the terms Disaster Prevention with Disaster Recovery. I may have redundancy built into my servers and infrastructure with RAID, UPS Systems, Multiple Power Circuits and even a Generator, but this only helps prevent. I need to expect the best, while planning for the worst.

The reality is the "tape in a briefcase" solution is not a bad one. Let's face it, the majority of businesses don't need nor can they afford standing up duplicate infrastructures in multiple regions all synchronizing data across multiple networks. Even if I could afford the infrastructure I'm only dealing with 25% of the equation. When I add in the necessary expertise I need from my ERP consultant, CRM specialist and database architects, working together rebuilding my system...now we're talking a price tag! This reason alone is why most companies are satisfied with "tape in a briefcase" strategies.

So what are my REAL options if a Fire, Tornado, Hurricane, Power Outage or a simple Thunderstorm damages my server infrastructure. What good is my tape without infrastructure to restore too? As I think this through and accept the fact that I'm at a minimum of week to replace hardware, load OS, reinstall network connectivity and install applications before you are ready to restore. The reality is a week is making good time! This can get costly, but all in all a manageable solution for some companies as long as day to day order fulfillment, customer service and billing can continue manually.

Caution: A week can easily turn into two weeks, without having had the ability to fully test a Disaster Recovery Plan and according to Disaster Recovery Planning.Org companies without access to mission critical data for more than 48 hours, will more than likely be out of business in less than a year. 

Step 2: Understand what a public cloud can do.

I must decide what applications and data are critical to the survival of my business. Once established the cloud presents an alternative to DR planning that is worth real consideration. Without a high dollar investment in redundant infrastructure, I only pay for what I need when I need it.  Appica is in its full scale launch mode and is stacked with features.

Within seconds I can login and create a virtual instance, choosing from a variety of Operating Systems and configurations.  I select storage quantities and in less than 3 minutes I have a server at my disposal.  What I was not expecting was the ability to use images, ISO’s and templates that mirror my existing servers!  Not only can I select a generic install of a Windows or Linux Operating systems, but I can get my exact configuration, patch level and applications by taking a snapshot and creating a custom template.

Additionally I can scale on demand by simply shutting down an instance and changing my service to add more power.

If a disaster strikes the Appica cloud gives me the flexibility to take snapshots of my data, create templates, add volumes, create load balancing and manage my firewall from a user friendly console.

Step 3: Choose a vendor

Appica is one of a handful of Infrastructure As A Service public cloud offerings, I would look at your current trusted relationships and see who might be offering a public cloud.  Will they allow you to test the environment? What is their track record for releasing new products or services?  

When it comes to public cloud service offerings understanding the billing is key.  Do they have add on charges for load balancing, fire-walling and IP addresses?  Do they have limitations on storages, snapshots and templates?  How is the storage provisioned and what is the architecture? Ideally you want multiple storage SAN's available to provide the ultimate protection for your data.

As the cloud becomes more readily adopted, functionality will continue to improve.  I am seeing more and more companies investigating cloud services as a feature of their overall DR strategy.  It seems everyone has an opinion and definition of what the cloud looks like, I suggest using the cloud for your next project and let the products speak for itself.

Monday Night Raw and Sharpening your Sales Skills.

In 1991 at The 84 Lumber Company, I was taught the importance of engaging customers, "What are you building today?" is what we were trained to ask everyone who walked through our front door.

At the time I didn't realize the questions greatness, but it steers the customer to talk about their project. We were so well trained in our products that customers relied on our expertise to make sure they got the best material's to finish the job.  We also made sure they didn't leave without basic necessities like screws, nails, joist hangers or paint.  To the customer we were customer service/product experts, the exact place every sales professional should strive to be.

As a Dad in a blended family of eight (8), yes EIGHT, we are constantly working to sharpen our parental sales skills.  Most families have similar core values they want to instill in their children. We are no different, we want our kids to be respectful, resourceful, self-advocates and productive people, but when they walk into the room it is sometimes difficult to engage.  "What are you working on today"...it just doesn't carry the same luster as it did 20 years ago.

I have to work hard to engage my children and meet them right where they are in life, and trust me, the junior high humor days are some of the toughest I have experienced, I would much rather change the diapers of my 1 year old than sit through Monday Night Raw (Which I actually did last night!).

But, in order to learn about what's going on in their life I engage in knock knock jokes, punch buggy, Gin Rummy, Monopoly debates and even watching WWE !  I find the more intimate activities I do with my kids the more they open up and share about their life.  Most of the time I don't have to lead a discussion, I can just listen!

I also believe leading my kids through my actions is far greater than any lecture I can deliver.  I can talk to them all day long about respect, but what they see, is how I choose to treat people.  I have learned to choose my words wisely, remain calm and always display self-control no matter what emotions are going on inside me.  This philosophy is one I adopted in my sales career and being a father helps remind me how crucial these 3 things are in my parenting and professional life:

1. Engage - Much like I was taught 20 years ago at 84 Lumber and in the same way I connect and learn more about my kids, I engage my customers.  I regularly read blog post about their industries, send pertinent information on business or success articles from companies that have implemented new technology.  Schedule regular coffee meetings to talk about their businesses and see if there are any challenges they are currently facing, even if I can't help, I might know someone who can.
2. Listening - One of the greatest things a person can do is repeat back what you have heard to the person you are listening too.  This shows you are interested and you understand exactly what the person is trying to say.  There is an amazing amount of credibility that comes with someone who really knows how to listen.
3. Lead - Customer want to work with people who are experts in their field.  I can put any title on my business card, but the real expertise comes in being an advocate of my products and industry.  I believe in taking leadership roles on committees, supporting the mission of organizations in my industry.  Where is the value in a passive membership in anything?  The real value is participating, voicing your opinion and listening to the opinions of others.

I would never have thought that parenting could be related to sales, but its become very clear to me that no matter what your background is, the "golden rule" apply's in all facets of life.

5 Reasons fishing makes you better at selling.

During my summer break I spent time reflecting on what I can do to be a better Husband, Dad and Sales Professional. I decided to take up fishing.  I've been feeling the need to disconnect from the regular routine, and I enjoy the outdoors, so fishing seemed to be a good candidate.  I am quickly learning the difficulties with fishing and its really helped me understand my need to be more patient.  


There are many factors that make a good sales person and there is a fascinating debate about what are the better characteristics to have:  The Hunter philosophy or The Farmer philosophy. 

The debate centers around two core characteristics of most sales professionals, persistence and empathy. There isn't a right or wrong answer to the debate as there are many factors that need consideration and either trait can be developed to create a winning strategy.  There is a certain amount of wisdom that is required to go from being a good sales professional to being a trusted advisor, consultant and a partner.

There are many ways to draw analogies to the world of selling, but fishing is  helping me with my quest to be a better sales professional.  Here are 5 things I am applying to my sales routine:

1. Preparation:  I spend several hours the night before planning my day on the lake, prospecting maps for the best places to fish and checking water depths (I am usually fishing shallow waters for bluegill and crappie).  I make sure I have all the right tools, a variety of live bait, spinners and lures to handle any situation.  I even take several rods, each uniquely rigged.  I am scheduling prospecting time in my calendar, cold calling, social networking and follow-up are all getting specific time in my calendar.
2. Start Early:  Everyone has an equal playing field when it comes to managing time and fishing, like selling, is no different; I need to rise early and beat the competition to the water.  When the alarm goes off at 5:00 am I am eager with anticipation, wanting to get on the lake to see if my planning will pay off! 
3. Manage my expectations:  As much as it is important to plan, it is equally important to be prepared for stumbling blocks.  When I arrive a the water a mild breeze can make the difference in what bait I start with, cloud cover, wind direction and water temperature are also factors that I need to analyze.  On sales calls I have a plan going in, but I also understand how to adapt to a clients needs.
4. I don’t assume going in I know the solution:  I am expecting the fish to respond to my new “rooster tail”, but it’s still dark and those work best with a little reflection with the sunlight.  On this day my new rooster didn’t make it out of the box, it was a small rubber wax worm with a red tip (A dozen for 1.99 at walmart!!) that is killing the crappie…they can’t get enough.  In sales I must be armed with good questions and never lead with a product or solution until I have exhausted my discovery!
5. I work the entire area:  When prospecting for the best fishing spot I will make 7 or 8 attempts to cast a line to see if I get a nibble or two.  I repeat this process changing bait every so often, listening to the water to see if I hear any fish hitting the surface.  If I am not successful luring something in, I need to cut my losses and find a new spot.  Just like in sales, sometimes I just need to move on.

I enjoy my time on the water, it gives me the opportunity to reflect on what I have tried in the past, whats worked and what doesn't.  Packing down is sometimes the greatest opportunity to learn, as I will often engage others who have an ice chest full of fish.  Thankfully like most sales people, anglers love to share the success too!

4 reasons the cloud's a win for SMB's.

Lately you can find a post about the "cloud" anywhere, and I continually read about SaaS, PaaS, IaaS, lack of compliance, unproven security and a host of other thoughts from IT professionals in the Enterprise world. But, you can also find blogs and information on why the cloud will change computing forever (which is my position!), and why I believe small business owners need to adopt the cloud sooner rather than later.

It is not often the small guy gets a chance to maneuver a competitive advantage  and leap ahead of the corporate giants of the world.  This is an opportunity for SMB's to check their rearview mirrors and watch big companies battle over compliance issues, shadow IT, private versus public clouds and security.  All the while my entrepeneur and small business friends can continue to forge ahead and focus on their business, leverage new technology and utilize trusted partners.

4 Reasons the cloud fits SMB's:

1.  Financial makes all the noise, but don't believe ALL the hype about how "cheap" the cloud is.  What it does: provides the flexibility to pay for only what you use; the elasticity allows you to expand on the fly; it removes the cost and time factor of utilizing traditional procurement methods; and essentially you can have a server in minutes versus days.  With solid measurements of ROI, trading capex for opex dollars in today's small business climate is a definite advantage.

2. Focusing on core business initiatives.  I see small business owners spending more time with technology issues rather than marketing and selling their own products and services.  Utilizing a cloud computing environment allows you to challenge your IT staff. Instead of traditional patching, updating, configuring and networking tasks, ask your IT professionals to develop new applications.  I see the "new IT pro" as one that focuses on developing methods to deliver products in a more timely manner and enhancing service offerings.  The new IT professional will need the expertise and understanding of computing infrastucture, but they will also require a keen understanding of business processes and application development.  We better start thinking about investing in our best assetts too...

3. Security is my favorite point for a small business owner. A cloud provider can often help you meet the needs of compliance agengies like PCI, HIPAA or ISO.  I often ask these questions: "What is your security practice now?" and "How is cloud security any different than Internet Security?". I also point out the benefit of 5 layers and 3 form factors of security to physically access your gear, alerts sent via mobile phones to your team when cabinets are opened, network configurations with best practice routing methods like internap flow control.  Most reputable cloud providers are data centers with A and B power distribution, cooling redundancy, generators and onsite fuel. How many small businesses can boast that kind of redundancy and security?  The big company competitors surely do!

4. Accountability.  The contract and SLA's a business owner will have with a cloud provider is the most compelling reason to consider moving to the cloud.  The small business owner now has the ability to hold someone accountable for delivering their IT resources.  Compare that with the other option...fire the guy who knows every intimate detail about your information systems...I don't think so. 

For small companies, transitioning to the cloud is not a simple flipping of the switch.  It takes time and planning; talk with professionals in the industry, attend local cloud events and most importantly, visit a local provider!

The 4 x 4 selling principle - what's your goal?

During my career as a sales professional, I always find myself looking for ways to stay active and focused on my goal.  I've made the mistake of looking ahead and counting on "potential" sales...ouch, so a few years ago I established some core principles to keep me focused.


This requires giving some attention to the age old question, "What is my goal"...aside from getting lost in the meaning of life I narrowed the focus and kept it simple.  Keeping things simple is important in managing your goals, plus, I'm a pretty simple guy so double bonus points awarded.


Cynthia asks herself the right question everyday, "is what I'm doing right now helping me reach my goal?"  This is a great question we should all be asking ourselves.

Greg is a connection of mine and he posted one of the more meaningful quotes I have witnessed in the last few months:  "If it takes less than two minutes, do it now!" Great rule of thumb and talk about a simple way to keep you focused on your goal.


My goal....

and to get this I must become a trusted advisor!

I don't allocate my time to specific hunter or farmer activities.  I have been a sales rep long enough to know I am a farmer, so I have put myself in a position that will take advantage of my qualities.  I continue to network, speak, teach, share and talk with anyone who wants to know more about cloud computing.  Great farmers are experts in their field, I will continue to put the majority of my time and efforts towards my goal.


I shape my week to reflect my 4 X 4 principles;  these are the top 4 things I Must Do 4 of, in order to reach my goal.


1.  4 coffee meetings.  A coffee meeting is with someone I've never had face to face interaction with, it can be personal or business.  I may initiate the meeting to talk parenting, sales or technology.  
2.  4 Sales appointments. (My bread and butter)  Prospecting meetings, proposal presentations or a tour of our facility.
3.  4 Hours of prospecting.  Must Must Must always be looking for prospects.
4.  4 Events per month.  Attend local IT events, and take it a step further, find organizations that have a mission you support and get involved.

Proposal writing, internal meetings, committee meetings and social networking are additional areas that command my attention too.  But, if you are interested in becoming a "trusted advisor" set your goal on a 4 x 4.

Cloud Security - Put your fears to rest.

I want to know as much about new things as I possibly can, and this cloud stuff is no different.  Trying to understand how and when it will impact businesses is like wishing for snow days.  Its going to happen, I just don't know when.

I've been asking a lot of questions about the cloud, and with studies like "Risk outweighing the benefits" of cloud computing, it appears the technology professionals are not yet ready to  fully embrace the cloud.  Why?

The two issues I am finding at the top of many IT professionals lists are  Security and Job Extinction.  
Let's be clear about this, the cloud will create more jobs than it will eliminate.  Mostly through reallocating skills, entrepreneur ventures and large cloud providers gobbling up talent…hmmm, does the boom of the internet in 1995 ring a bell.


If a company decides to roll their infrastructure into the cloud, on the surface it appears they won't need internal IT resources.  Not true, remember going forward it's all about the application.  IT professional's will need to re-tool skills, but at the end of the day, IT jobs will migrate into supporting applications instead of servers. Most Infrastructure IT professionals will find themselves in high demand from cloud computing service providers, which is a good position to be in.

I am not a security professional and definitely not an expert in fire-walls or complex routing.  So when I investigate security one of the first thing I ask is how sensitive is your data?  And make sure you ask the right people too, the sales/marketing department will give you a much different perspective than IT or research and development.  Set your sites on getting the perspective of the executive committee.  Have you really ever ask to present your solution to an executive committee?...sorry,topic for another day.


The reality is, how many end-users have been through a security audit?  How many have completed a process similar to SAS-70?  Security with a cloud provider, more than likely, is far superior than your existing environment. Most providers will have mulit-layers of storage to protect you data.  And a few, like profitability.net's public cloud, will offer 3 Layers with vulnerability scanning built into their compliance portal.  Combine that with multi-layered physical security, bio-metrics, electronic locking cabinets and the redundant infrastructure of a data center, and you have a solution that removes the fear of security!


The cloud is ready, its time to put your trust in a proven provider!

Where are the sales reps? 5 Great reasons to be one!

Lets face it, I sell at home, at work and to my kids everyday. Whether its my wife about upcoming vacation plans, where I want to take the kids to eat or a marketing idea to my boss, I am selling.  Lately, I have become more and more thankful that I have a gift of asking good questions, building relationships, selling, and delivering what I promised.  This is certainly not rocket science, and there used to be sales reps everywhere...I just don't understand where they've gone.


I consider myself a pretty good networker, I am an active member of several professional groups, AFCOM, itSMF, Technology First just to name a few.  I am the type of sales person that is comfortable walking up to a group of strangers to introduce myself.  What I am seeing more of lately are shocked looks on peoples faces when I say I am a sales rep.  Did I miss something?


I get the fact there are plenty of negative mantras out there surrounding being in sales.  The pushy in home water purification sales rep, the helicopter flying mall kiosk sales dude and of course the used car salesmen.  These types of sales people have been around for 50 years.  Since when did we need a title to try and distinguish ourselves?


I like being a sales rep and I can give you two dozen reasons why, but here are my top 5:


1.  Income, the ability to make a great living.
2.  Freedom, given the right situation, you are essentially your own boss.
3.  Time, its the only thing on a level playing ground with your competition, I choose how I spend it wisely.
4.  I get to meet interesting people and see how other companies operate.
5.  The pride I feel when a client attributes success to my solution.


Titles are great for stroking your ego, but it if you want to make it in sales, embrace your roll, and heck...try putting it on your business card.

Mail in the cloud...Are you asking the right questions?

Over the last year, I have seen many blogs and articles about E-mail as the best application to live in the cloud.  That is a fair statement, but sometimes the options on email can become cloudy and require in depth investigation.  In fact, just recently, even Hotmail has made the news.  In navigating the clouds, do not lose sight of the core functionality of email and the ingrained culture of your organization.

As we sift through all the noise and hype about "cloud computing", I think it is important to revisit some basic fundamentals regarding moving email to the cloud.  There are several articles that compare and contrast Hosted Exchange, Gmail...and yes... even Hotmail.  I find these comparisons to be short-sighted.  My problem is not that I do not understand the importance of features and cost, but why are we not placing more value on those that rely on email to do their jobs?  I think it is fair to say that most implementations are only successful when a company includes the end user in the decision making process.

I have been using Microsoft Outlook in the workplace for years, and in the mid 90's I was even guilty of believing Outlook was synonymous with email.  Over time I have come to rely on Outlook's power and capabilities.  I believe Microsoft Outlook is in a class by itself: the way it integrates word processing, mail merges and forms.  It has become second nature for me to drop an email messages into appointments, tasks, or public folders.  Viewing calendars is great -- as it allows me to drop others' calendars on top of mine for an instant view of availability! This is a great time saver when bringing several people together for a meeting.  I think about the pain I go through when learning a new application!  I will never let the cost in retraining, productivity loss, and user frustration go unnoticed again.

I am not suggesting that other applications don't have similar features, but what I am suggesting is, there is great comfort in knowing Microsoft Outlook has a proven track record.

Asking thought provoking questions about migration, performance, reliability, data recovery, cost and back-up are relevant.  And when considering moving email to the cloud they are important questions to ask as part of the decision making process.

In my experience don't under estimate the value of your email culture. If you want a successful migration into the cloud, do yourself a favor, ask the right questions and include your users.  Their response can easily make or break a project.

Asking good questions is only half the battle.

LinkedIn is such a fantastic tool for so many reasons; prospecting, networking, professional development and sharing meaningful content.  I am learning everyday from creative status updates, thought provoking discussions, and even great humor.


Yesterday was no different as I've been blogging lately about asking good questions.  What great responses from other sales professionals who are posting in my discussion group.  As I find myself constantly looking to perfect the art of selling, which lately has been all about questions...I get a great reminder from one of my connections Fred Yee.


You have to understand Fred, not that I know him personally, but when Fred decides to post or share something it is worth reading!  Even when it is not original content, which is why social media works, because without it, I wouldn't have found this article...its all about sharing.


So as I find myself in the middle of honing my questioning skills, in pops an update from Fred..Customer Centric: Laser Focused Listening.  Of course I have to read it.


Not only does Fred's update visit an important topic for me, but did you ever think to ask yourself questions that will make you be a better listener?  This is an absolute must read post.  It also sends me a reminder to keep my sales calls conversational.  As important as it is to ask great questions, the real solution creating can only begin after you listen!  


  

What question are you asking about the cloud?

I took a cold call today from someone who dropped a name on me.  I immediately new the name and said, "Yes, Mark's a friend of mine, what can I help you with".  Seems relatively harmless on the surface, but truth be told...I have never met or spoken to Mark!  My only interaction with Mark is via group discussions on linkedin.  A common occurrence these days for connecting and building relationships

Discussion groups are interesting, 1000's of question posed in 1000's of groups.  Some are rather simple, "Why do you like sales?", "What is cloud computing" and even "Does anyone know someone who will clean my gutters?"  These are great for generating discussion and connection with like-thinkers, but where are the good questions?

Youth learn is a website that is designed to support our youth and assist them as they move into adulthood.  In this article they give a great tutorial on how to ask questions, "How does light help people?"  I love this question because you immediately have to think.

My friend Penelope has a blog with more than 40,000 followers (I know not REALLY a friend, but if you have read her enough you would call her one too) and she too is a huge fan of asking questions, but they must be good questions.   She has great advice, "if you want to ask good questions, practice by answering other peoples questions."  

As sales professionals we sometimes get consumed with preaching, talking, and selling, and we forget about asking good questions.  Our questions are more generic, "So Mr. Customer, Tell me about your business" or "Mr. Customer, if you could solve one issue today, what would it be?"...but...What if you ask, "Mr. Customer, what is the primary benefit your company provides to your clients" or "Mr. Customer, when your not in meetings what are you thinking about?"

I hope to find a group that is willing to share from there own arsenal of question asking.  

I am not claiming to be an expert cross-examiner, but I do understand that we are embarking on another great technological transformation.  Virtualization and cloud computing will change the way businesses will deliver information technology.  Who are you connecting with...and what questions are you asking?

Sales shouldn't be hard...just hard work!

Most of my friends consider a career in sales "easy" money...roll into the office around 9am, long lunches and afternoon golf sessions...r  i  g  h  t...unless you are selling Cisco in 1999, its hard work.

I was in a slump over the winter and happened to get invited to join a Linkedin group.  This nutty guy was talking about Jedi mastery, kicking ass, and called himself Uncle Paul...I figured what the heck.  I will check it out, and either block him or learn something new...I was in a serious need for a momentum swing.

I read several post before it dawned on me...basics.  The basic rules of sales have NEVER changed,  What makes a person successful in sales is A C T I V I TY.  There are 3 things I always come back to when I hit a slump;

1.  I don't need to bored with arguments about social networking versus cold calling.  The bottom line is, do what comes naturally and what you are good at....and seriously...do it!  Set aside time everyday to connect with outsiders by calling, connecting or networking.  Whatever your method, ACTIVITY DRIVES OPPORTUNITY.

2.  Be an expert in what your selling, the 10,000 hour rule! I don't need to understand the details of a specific technology, but I better understand how your products and services can solve complex business issues.  And don't be afraid to turn down the sales ratchet.  Instead, get involved in professional organizations.  Stop treating it as opportunities to sell your product, but as opportunities to work side by side and get to know your prospects!  What better way to gain respect and trust, than by working on committees with business leaders who are passionate about the same things I am.

3.  Get motivated! Kick up the volume and let "Rock N Roll Ain't Noise Pollution" be heard around the office, head phones are a good option too.  I tend to watch some of my favorite movie clips to get me in the mood to cold call, like Al Pachino's Speech.

So sales is hard work, but it can be fun and rewarding too.  Always be enthusiastic about the approach, have a solid plan of attack, stay active and find sources of motivation to work through the tough times.  Of course getting a jump start from a crazy sales professional like Uncle Paul helps too.

Clouds produce more than precipitation

Those of us that live in midwest, not neccessarily the geographical midwest, but the "real" midwest, the one that has all four seasons....seasons filled with snow, rain, heat, cold, flowers, green grass and miles of corn fields.  I was raised in a small midwestern town and had a Grandfather that was a tremendous farmer, I had uncles that farmed...the weather and clouds were mainstays of our conversations.  In fact, we were dependent on clouds, clouds created the neccessary weather that feed our farms.  

Its funny...I am not close to being a farmer, but finding myself in the middle of cloud discussions, has a little bit of irony for me.

I am currently going through a series of personal beta technology movements...tweeting, blogging, linkedin, and the most painful, I've moved everything I do to the cloud.  Yes...I am flying solo on a mini notebook, an Acer AS1410.  Nifty little machine that is fast, lightweight and extremely portable.  I need to give a nod to Windows 7 too...I am a fan.

So the only application I am running locally is Internet Explorer 8.  All my docs are at google, my mail is Profitabilities Hosted Exchange. My primary business application is a custom built web based tool for quoting and billing.  I wonder how many users are like me?  I do use word and excel, but google docs is sophisticated enough to handle any word processing or spreadsheeting. (spell check says not a word, beg to differ!)  Easy transition.

In just a day I gained speed and effieciencies.  I am enjoying the benefit of connecting to wifi anywhere and having everything, even if I don't have my notebook.

Long before I made the conscious decision to move everything to the cloud, I realized I've been relying on it for years.  In 2003 I began using TurboTax Online...one of the most important things a person has to do is file taxes...I do it in the cloud.  Every year my prior return is there, I log in, update, submit, done. 

Bottomline:  The cloud has been around, I need to pay closer attention, and continue to carry the family torch...watching the clouds role in.

Some People have connections...

I am not sure how it works...well I know how it works, you have to know someone who knows someone to get information before the rest of us.  This is definitely the case with Nigel Edelshain, no sooner did I get his latest post, then I get an update from linkedIn about the enhance capability of using the Company Watch feature!  Damn, I'm not sure who Nigel knows, but seriously to get his post out before LinkedIn.  My hats off.  In case you missed it here are a few of the highlights:


"LinkedIn is, in my opinion, the number one tool for B2B sales people to have in their tool box when trying to get into target accounts. Primarily this is because it allows you to build and leverage relationships. But as LinkedIn continues its relentless pursuit of Facebook it keeps adding features that give real-timeupdates.These real-time updates are a perfect source of trigger events.
"Trigger events" are changes in your prospect's environment. These changes cause opportunities for you as a salesperson as they create new pains or needs that your product or service may be able to address."



You should read on..Great stuff Nigel.

Sales Playbook...Uncle Paul Just Gets It.

I have been following my brother in sales Uncle Paul Castain for several months.  I don't REALLY no Uncle Paul, but he is clearly either studied the psychology of selling or he has a ton of experience and is kind enough to share is his thoughts and wisdom.  


Do you find yourself trying to justify reason why not to make the call,  Mondays are bad because everyone is grumpy getting back to work and Tuesday, no way!! Everyone is busy trying to fix all the issues from Monday...so on and so forth.  C'mon, don't act surprised, we've all had those debates.


In this post he answers the age old question...what day is the best day to cold call?


Once again he hits a homerun.

Exercise for your business...

“It has been my observation that most people get ahead during the time that others waste time.” Henry Ford

According to J.T. Packard, a world leader in providing network critical power equipment, power outages in the United States cost businesses $152,000 every minute. Do you know what your number is?

In today’s market we need to deliver faster, better and more reliably than ever before. If you are a business owner or a “C” level executive, consider the following exercise and challenge your staff to help quantify the value of your network to the business. When business is looking at every conceivable alternative to save money, this exercise is certainly worth the effort. You may be surprised at what you uncover and even more amazed when you see what cost you can eliminate.

NEEDS ANALYSIS
-How many power or network outages have we had in the last 24 months?
-What have we spent on repairs, including overtime to resolve issues?
-How many opportunities have we lost due to outages?
-What is the dollar value of lost revenue?
-What are we currently spending on utilities for our server room?
-What is the cost of the space for our server room?
-What are we spending each month on connectivity?
-What is the dollar value of lost efficiencies? If an employee can only do 30% of their work when the network is unavailable…

Whatever the outcome of this exercise, your team will have a great understanding of their business unit and ultimately helps them become better decision makers for your company.