If you aren’t different, you’re going to have to be cheaper.
For six weeks, I am publishing Differential Value, 30 reflections on LinkedIn: a short video every weekday for those who lead and sell in technology solutions, services, and consulting firms. This guide brings those thirty reflections together and turns them into something you can use with your team on Monday morning.
Inside you will find:
- 15 tips featuring what I have learned in thirty-five years of selling technology and helping others sell it.
- 15 tools that fit on one page and can be worked through in a half-hour team meeting. Each one explains what it’s for, how to use it, and how you know it worked.
- A personal checklist to see which of these practices are already part of your daily routine and which are yet to be implemented.
The guide is an easy read, whether you have seen the videos or not. If you follow them, every tip and tool is numbered according to its reflection.
José Luis Montes is a business development consultant and trainer for companies that sell technology. Founder of The IT Sales Institute and Differential Value Chain, and creator of the GotoMarket Lab.
