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Selling solutions, not SBS 2008

January 24, 2009

Selling solutions to small businesses today is very different than it was 5 years ago.

Customers are educated today in a way they weren’t in the past. In my opinion, that’s a good thing!

But some things have remained the same. Most important is still, and always will be the ability to listen to the prospect. Not about their computers, but about their business.

What obstacles are keeping them from reaching their goals? What ARE their goals? What abilities would help them achieve their goals more easily, more effectively – more quickly?

SBS 2008 will not solve their problems. The RESULTS of an SBS installation potentially will.

We are not selling Remote Web Workplace. We are selling simple, secure remote access to their applications and information.

We are not selling a file server. We are selling simple, secure shared access to information in order to collaborate more effectively with less time wasted and less duplication.

We are not selling SharePoint. We are selling the ability to work with company information where and when necessary, with a greater 360 degree view of this information, and the ability to not only store but to USE that information in order to make more educated decisions, define and lock down processes and collaborate with more ability and better output.

Listening to the customer, and responding with the ABILITY to solve those problems is the key. SBS 2008 is a LINE ITEM. Its capabilities are the RESULTS they are looking for.

I’m looking forward to seeing lots of comments with more ideas, opinions and examples of how selling a Small Business focused IT solution will help improve a company, and not just provide a nice server in the back room!

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