01/01/07 Tip of the Week. Sales Process: Tip 6 – Plan for multiple, on-target, demonstrations.
December 31, 2006
Often times, product support reps give lengthy canned demonstrations that are are too long and detailed for the executives in the audience or are not targeted to specific areas of interest and requirements that the technical team and users want to see.... Read more...
Week 14 (Building a Program Management Office)
December 30, 2006
Week 14 – Change Control, Capacity and BudgetAs I look at our projects, we have about 15 months between now and final implementation. We also have all our requirements completed, defined and ready for programming. All this is great, but I’ve been... Read more...
Week 15 (Building a Program Management Office)
December 30, 2006
Week 15 – The price of TrustPretty amazing thought, but I’ve been noticing just how valuable trust is and how expensive distrust is.Think about how much easier it is to work and interact with those you trust versus those whom you either distrust or... Read more...
12/25/06 Tip of the Week. Sales Process: Tip 5 – Don't rush to the demo.
December 25, 2006
Often times, sales reps rush a prospect into a demonstration before fully understanding the prospect’s needs and/or timeframe for even further consideration. Not only does this put off and potential irritate the prospect, but it also makes for very... Read more...
Episode #18 – Balance – Family, Faith, and Health
December 24, 2006
Episode #18 - Balance Notes – Family, Faith, and Health. Shaw Project Management, LLC eShawPM Podcast Series! By Ernest Shaw, PMP Family, faith, and health are just as important to a leader as are discipline, clarity of thought, and concise... Read more...