Video: Calling on Technology Sales Experts!

Coming in February 2013!

Coming in February 2013!

Sales training, books, CD’s, pod-casts, and seminars are integral to framing our understanding of what it takes to win in the technology sales/business development profession.  But has yesterday’s expert advice lost some of its efficacy or potency? What’s the shelf-life and expiration date on so-called “best practices” and established methodologies?  What’s new and what’s coming?  Can we talk about it?

In February 2013 “The Razor’s Edge” will be re-launched as a forum featuring blog posts and videos created by TODAYS experts who will share their personal insights and tips with “all who would see and hear.”  Want to further establish your street cred in the sales/ biz development arena?  Contact CB3 at  to introduce yourself and schedule a brief interview to discuss sharing your expertise with our peers in this new forum launching in February 2013!

Video Survey: Acceptance & Confusion – Cloud Computing

iStock_000007251582XSmallThe volume on the cloud computing dialogue is getting turned up, but clarity around the cloud computing definition still strike chords of minor disonance amongst technology providers and potential customers – even though cloud computing enjoys broad acceptance. This 3.5 minute Applied Research Video Survey was sponsored by F5 and features survey results that are fairly insightful. Of course the end of the video includes a soft pitch to use F5 services, but that’s fair a trade-off for good information.

High-Tech for High-Touch


With the exponential proliferation and use of high-tech social media marketing tools like Twitter, Facebook, and LinkedIn, sales executives are now racing to develop and implement comprehensive, strategic business development plans for their sales teams that are relevant, realistic, and tactically results-oriented. The new buzz-word of the day for the integration of social media capabilities with sales is “Sales 2.0” (Have we really been using version 1.0 since the Stone Age?)

Anyway, it’s clear the old adage “you can’t manage what you can’t measure” presents itself as a unique challenge when a sales force begins to adopt and leverage social media tools to research, prospect, qualify, and drive their sales opportunities to closure. So where does one begin? Answer: With the end in mind.

In order to ensure that the time allotted to use Twitter, Facebook, and LinkedIn during business hours isn’t going to be misappropriated, a company’s business development and sales personnel should be expected to adhere to internal social media policies and to follow a marketing strategy that can connect to old-school metrics – the number of meetings or relevant encounters that were attained.  One of most difficult things to witness in a sales organization is the adoption of high-tech tools and methodologies without them being coupled to robust, systemic, high-touch follow-up. It’s akin to watching a modern-day Greek tragedy where the Achilles heel of a great entity is that it behaves as if virtual interactions and real world encounters are one in the same. Reality check: clients are not the .jpg image in that little box, and they don’t communicate in 140 characters or less in real life.

Now the obvious question is: when are Web 2.0 technologies coupled with social media capabilities successful without a high-touch component? Usually when the sales model is high volume and transactional in nature (typicallyanchored by a low cost, commoditized product or service.)However, if there is a complex buying process and the objective is to establish long-term collaborative relationships that result in large transactions, there’s simply no substitute for being able to shake a hand, read body language, have a conversation, and sit across from a client eyeball-to-eyeball, knee cap-to-knee cap to accelerate the speed of trust.

The awesome part about this sales era, is that we have a buffet of options and really great tools available to us as business development sales professionals. High-tech, for high-touch? Perhaps.