You should NOT read industry publications if you want:

1) To be generic, unimaginitive, and non-recognizable when calling new clients

2) To not establish credibility when tying in your potential value to your prospect’s needs

3) To be clueless about how your solutions fall into the broader landscape of technology initiatives with your enterprise accounts

On the otherhand, you MUST read industry periodicals if you want to be credible or would like to discover leads before they become formalized leads (before an RFP is issued).

If a CIO Magazine article quoted a VP of Technology as saying their “acquisition of ABC company will require a focus on … Continue Reading

“Virtually all employees, customers and partners view videos via their mobile devices or desktops on a daily basis.

Enterprises are rushing to create and distribute content via streaming and rich media do not have the capacity to do so. Companies are aggressively ushering along transformational change, but don’t have the network capacity to execute, never mind considerations for security and control. “

Do you think the timing is right?

 Company: Enterprise Communications via Video integration platform (strategic value), including purpose built applications (immediate/tactical value). “Youtube for the enterprise”

Enable enterprises to create and/or manage and/or publish and/or distribute live and on-demand video content while … Continue Reading

Your clients desire to take your call, have lunch, and do business with you is largely impacted by how you listened in your last interaction.

Xta Effort has been subscribing to TopProducer recruiting training by Barbara Bruno.

Barbara has a module dedicated to listening skills.  Included is a section on what irrittes clients. Like most training, I already know 80%, but will benefit from being reminded of 80% of the content.  Perhaps you will too.

Below is an excerpt.

LISTENING HABITS

Almost 100% of your initial contacts with a prospective client are by telephone. HOW YOU LISTEN can make or break … Continue Reading

Who would ever think you need a marketing department to give away merchandise?

 Xtra Effort could not reach 100 Facebook fans to give away an Ipad. We ran out of steam at about 50.

  It seems like everyone is trying to give away iPads.  

 So Xtra Effort is raising the stakes! At least in terms of imagination.

  XTRA EFFORT SIMPLY WANTS TO YOU CLICK

 Here is the bribe: the first 100 people to click it and refer a Sales, Sales Engineering, or Technical Consultant professional from the … Continue Reading