Customer Centric Selling

Selling Identity and Access Management (IAM) in the Cloud into the Enterprise

October 10, 2012 // 0 Comments

This is the fifth article in a series of articles in which I have been focusing on the customer centric sales and marketing strategies required to successfully sell eDiscovery, Information Governance, Big Data analytic tools and cloud computing infrastructure into the enterprise.  In this article I will discuss how to […]

Five Questions Sales Managers Need to Ask Salesman Before They Approve a Forecast

September 26, 2012 // 0 Comments

This is the fourth article in a series of articles in which I have been focusing on the customer centric sales and marketing strategies required to successfully sell eDiscovery, Information Governance, Big Data analytic tools and cloud computing infrastructure into the enterprise. In the first article in the series published […]

How to Engage Enterprise Buyers in Meaningful Conversations to Close More Deals

September 17, 2012 // 2 Comments

This is the third article in a series of articles in which I have been focusing on the customer centric sales and marketing strategies required to successfully sell eDiscovery, Information Governance, Big Data analytic tools and cloud computing infrastructure into the enterprise. In the first article in the series published […]

Identifying Key Players in the Enterprise eDiscovery Buying Cycle

September 10, 2012 // 2 Comments

This is the second article in a series of articles in which I will focus on the customer centric sales and marketing strategies required to successfully sell eDiscovery, Information Governance, Big Data analytic tools and cloud computing infrastructure into the enterprise.  In the first article in the series published on […]

Roadmap for Selling eDiscovery Technology into the Enterprise

September 6, 2012 // 5 Comments

This is the first in a series of articles in which I will focus on the customer centric sales and marketing strategies required to successfully sell eDiscovery, Information Governance, Big Data analytic tools and cloud computing infrastructure into the enterprise. The first article will focus on the history of eDiscovery […]