In high value sales, prospects need to provide permission to sell before salespeople can fully engage. Why? Getting permission to sell transforms the selling process from a constant act of pressuring and psychologically tricking prospects into a value added sales process. In a value added sales process, customer challenges are discussed openly, potential solutions are…

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In our third article exploring changes in customer business requirements for automatic meter reading (AMR) and their effect in driving market growth and competitor repositioning, we turn to a rising competitor: Tantalus (www.tantalus-systems.com).(1,2) Their story provides insights into the evolution of a technology driven company from services towards products, the building of a technological solution…

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Making phone calls is one of the few constants with respect to selling in business markets. When businesses sell low-cost goods in high-transaction volume markets, the entire sales process will occur through phone calls. At the opposite end of the spectrum, when businesses sell high-cost goods and services in low-transaction volume markets, the phone is…

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As discussed in our recent article, new business requirements in automatic meter reading (AMR) has increased market demand for AMR and repositioned the leading suppliers. (See Changing Business Requirements Shifts Value Demand) The TWACS solution by DCSI is a well received within the AMR market. What makes the TWACS solution compelling to the market and…

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