About Us
I generate and close new customers for technology companies. Creating demand isn’t a mystery, it’s curiosity
I am a technology sales expert with over 30 years in IT service sales across 1000s of clients with over $100 Million in services sold.
I know the value of technology to improve business and the services that reduce cost and eliminate risk to make businesses more profitable.
I know the SMB technology market and its two buyer types; Non-technical buyers and institutional Technology buyers, and what motives each of them to buy technology.
I understand that 90% of the 5.2$ Billion SMB market is made up of Non-technical buyers and their hesitancy and misgivings and fear of technology. I understand his motivation for more cash, customers, and value as his only strategic motivation to buy technology.
I understand the curious person meta persona of the SMB market and which messages are curious and which are ignored.
After 31-years and 3 technology companies, who have generated 1000s of clients selling more than $100 million in services, I know what it takes to make a technology company successful- more customers!
The traditional technology sales model of product marketing and direct sales is extremely expensive and statistically unsuccessful. There is a better way to generate demand and eliminate the expense and waste of [product marketing and direct sales.
Curiosity is a powerful basic human motive that influences learning and the acquisition of knowledge.
Curiosity uses the Prospect’s epistemic intrinsic motivation (curiosity = value proposition) to discover your value proposition quickly for himself.
Curiosity components (Interest + warranted attention = attraction) are-
- Interest- interest comes from value and value motivates intrinsic buying behavior.
- Warranted attention-genuine and bonafide value proposition.
- Attraction-desire to work for the value proposition.
Curiosity’s results come from epistemic curiosity whose results can be predicted on curious people meta personas.
If you need attention to sell your product or service, curiosity motivates buying behavior,
Bait Marketing is a demand sales strategy based on a curiosity that motivates buyer behavior. Bait Marketing can be taught and implemented to catch, convert, and close customers at scale.
Bait Marketing uses a monetized value proposition (MVP) message to create curiosity and intrinsic buying behavior.
The MVP meets the two requirements for curiosity; interest and warranted attention because the MVP represents both interests (financial) and warranted attention (company value).
Because Bait Marketing is based on the value of your MVP, Bait Marketing has the highest interest to your prospect where he is in effect, selling to himself.
Bait Marketing is sent through digital marketing channels in curiously smart messaging your target customer can’t refuse, and curiosity does the rest.
“Nothing happens until a sale is made.” Thomas Watson, Sr., President of IBM from 1914 to 1956, coined this expression. He knew what he was talking about. Selling technology in the first half of the twentieth century, before the moon landing in 1969, was not an easy sale to make. Companies then, like many still today, did not understand the transformational power of technology to reshape industry and company fortunes.
What is a “sale” and how is it made? A sale is made when a buyer and seller agree to exchange values. The customer’s value is revenue, but what is your value to the customer? It’s not your price.
New sales are the lifeblood of every business, but not every business knows that yet. Without predictable new sales year over year, no matter how well intended a company’s mission or goals, the company will suffer with limited growth. New sales breathe life into all other company possibilities.
How to attract new customers year over year is the seminal question every business must solve first if it wants to maximize its value proposition and reach its potential.
Technology companies must monetize their value proposition to make more business. A company’s value proposition is the monetized value of its service or product to the customer - “your value.” If you don’t know the monetized value of your value proposition to your prospect, neither does he.
Sales are the problem, sales are the answer, sales are the point. Monetize your value proposition to make more sales and grow your business at scale.
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