Case Study: 1010data (.com)
1010Data, a New York software company, is the one the worlds foremost companies consider as their partner of choice for optimizing product portfolio health, mastering customer touchpoints, and digitally renovating operations.
Case Study – Selling to Travel Services
A global Travel Services company, with growing M&A activity, acquired several new customer databases requiring integration and protection. With internal and external pressures from expanded social media programs, PCI standards, and data relationship complexity, the internal auditing teams were facing increasing financial exposure in case of a breach.
How to Prepare for Sales Conversations Like Navy Seals Prepare for Their Missions
Ed and Gloria discussed how to strategically find people that need your services and start a conversation with them where you are positioned as an expert and can go in leading the conversation. Gloria and Ed talked about preparedness vs. research or analysis and the difference between them, and how to prepare. Ed discussed a […]
You Can’t Overlook These 3 Things When Negotiating A Deal (or else)
This is part four of a four part series where we really are digging a bit deeper into these deals, these little bigger complex deals. Here are the areas we covered: Gloria set the stage and gave a brief overview of this deal and how at an 85% reduction of unit cost our client was […]
How to Structure A Deal So That It Closes – Anatomy of a complex sale
This week Gloria set up another complex deal that started on LinkedIn. Our client was a cyber start up and they had interest from a near shore telecommunications company. Then through a series of calls and technical due diligence, the deal moved forward. The vendor had the technology. This company wanted the technology. They reached […]
Case Study: Selling to Financial Services
A leading Financial Services company was required to comply with growing internal auditing policies. They were struggling with finding a way to cost-effectively and efficiently audit user database access to highly sensitive customer data; as well as to monitor privileged database user activities.
How to Tech Startups and SaaS Companies Can Sell More and Negotiate Better Deals
This is part 5 of a 6 part series that goes through the entire buyer’s journey all the way from market awareness (how you make them aware) to post sale. Here are the areas we covered: Today is all about step 4 of the buyer’s journey which is all about the negotiation phase- where deals […]