Remember The Good Old Days?

Help Find A Cure For Liver Cancer

Do you remember the days when Sage sales consultants would sell 3 to 5 new ERP systems  weekly just by answering the phone? Do you recall the times when end users would not complain (too much) about the total cost of product and implementation because you had  prepared your resellers and customers in advance? Proper preparation would often eliminate any surprises for you and your client when total cost would become a point of discussion.

What happened to the good old days when new system sales were easier to land? What I believe has happened is that software sales consultants have not prepared their prospects for the ultimate presentation; you know, the one that includes the total cost, including the price of the product, maintenance, deployment and training.

Further, a practice seldom used by sales consultants today is the ability to upsell to existing  customers. For example, vertical-specific enhancements that integrate seamlessly with Sage 100 ERP (formerly known as MAS 90/200)

One of the major reasons why potential enhancement solutions often turn into missed upselling opportunities is because many software sales consultants fail to make an effort to study the industry in which their prospect or customer work.

This is why conducting a complete business analysis is so critical. In addition to learning about your clients and their respective industries, inquiring about the responsibilities of each employee within a company’s structure is vital, especially in terms of listening to your customer’s specific requirements and asking the right follow-up questions. Asking constructive questions and offering a wide range of enhancement solutions, tailored to fit the needs of the prospect, are strong suits of most Sage Resellers.

Don’t forget to visit relevant vendors and partners at Sage Summit 2013 (July 21-26) in Washington, D.C.

Sage, Sage 100 ERP, Sage 500 ERP, Sage CRM and Sage Software are trademarks or registered trademarks of Sage. All other trademarks and registered trademarks mentioned herein are the property of their respective owners. This article may be freely reprinted or distributed in its entirety in any e-zine, newsletter, blog, or web and social media site. The author’s name, bio and website links must remain intact and be included with every reproduction.

Bill is recognized as a top performing senior level executive with multiple years of proven success in sales, management & business development

He’s considered a leader in Sage Software ERP solutions, business-to-business direct sales and business development.  He’s developed successful sales teams & is adept at analyzing growth opportunities & managing operations to meet corporate objectives. He’s also been successful in building an online Sage LinkedIn Community with 8,200+ members.

Contact: Bill Kizer
760.518.2493
williamkizer52@gmail.com

Sage Summit 2013

Sage Summit 2013

http://www.billkizer.com

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Are You A Digital Addict?

Help Find A Cure For Liver Cancer

Help Find A Cure For Liver Cancer

How many Days This Week have you…..
1. Checked Twitter & Facebook before getting out of bed?
2. Had 5 minutes of Internet activity turn into more than 30 minutes?
3. Texted while driving?
4. Texted while walking across the street?
5. Posted a Facebook photo of your dinner or a neat trick that your pet just learned?

How many times today have you…..
a. Said, “Just a second, I have to check my email, Twitter, Facebook, LinkedIn, etc.?
b. Checked in to the same Starbucks, etc. on Four Square?
c. Reach for your smart phone during a meeting, just for comfort?
d. Realized you left your smartphone at home, and when you’ve gone back and retrieved it breathed a little easier.
e. Panicked because a co-worker caught you playing Solitaire, Words With Friends or your favorite game?
f. Nearly walked into someone or something while checking your phone?
g. Tweeted or answered an e-mail from the toilet?

Now add your score enter 2 points for every activity you’ve indulged in, now come on let’s be honest.

0-10: Don’t change a thing. This tongue in cheek blog was written for your eyes.
11 + 19; Turn your cell phone off for a few hours just to see how that feels.
20 +; I’m not saying you have a problem but your boss or significant other may think you have a problem.

Recently I watched a TV show that took 5 coeds who typically rely on their smartphone and the producers asked them if they’d be interested in participating in this week long experiment. This being Southern California, the breeding  grounds for reality shows and endless reality “stars.”  What coed wouldn’t join in? The results were interesting. One of the girls became a stark raving bitch (her description) after just one day. On the other end of the spectrum one of the coeds didn’t really mind and the other two were in the middle. Scientific? No, but it was interesting to watch Coed #1 lose her marbles.

There are hundreds of similar studies being conducted to determine how our daily activity has changed; what that means, if anything at all. Can we actually be addicted to the activity and time spent with our gadgets?

When will the first case of LSAS (Lost Smartphone Absence Syndrome pop up in front of a judge? Which ambulance chasing lawyer use it as a defense?

One more time and then I’m walking away from this laptop for the day. I was watching a couple at my favorite nearby restaurant, sit and play with their phones while completely ignoring their dinner mate. They continued this way even after their food was delivered to them. They didn’t say 10 words to each other. This is the type of addiction that I’m referring to.

Sage Summit 2013

Sage Summit 2013

See you at Sage Summit 2013
July 21-26
National Harbor Gaylord Resort and Conference Center.

Bill Kizer
760.518.2493
San Diego, CA. 92083
williamkizer52@gmail.com 

Bill is recognized as a top performing senior level executive with multiple years of proven success in sales, management and business development

He’s considered a leader in Sage Software ERP solutions, business-to-business direct sales and business development. He’s developed successful sales teams. He’s adept at analyzing growth opportunities to meet corporate objectives. He’s also been successful in building an online Sage LinkedIn Community with 8,300+ World Wide members.

Going To Sage Summit 2013?

sage summit 2013 square logo
The timing for this blog isn’t an accident. I wrote it specifically to be finished around Sage Summit 2013.

If you have questions about products and services and which Partners provide the best, look around while you’re at Summit. You’ll find enough quality VAR’s to answer any questions you might have. If you’re a customer attending and you don’t have a Sage VAR that you’re currently working with here’s your opportunity to find the best. They’ll be easy to spot; they’re usually the ones standing in booths, attending lots of sessions and you’ll usually find them between sessions talking with other VARs about software.

What factors make you want to return to a retail store, a vendor or a service provider? Is it price? Is it location or is it something even more?

One of my favorite quotations was written by Benjamin Franklin; “The bitterness of poor quality remains long after the sweetness of low price is forgotten?”

What does that mean to you as a consumer or should it mean anything at all to you? My answer is “Yes it should.”

Saving money doesn’t mean buying the lowest priced products or services. It means buying products or services that offer the best value. This can be stripped down to 3 words, Focus on Value.

Traits to Look For In Your Sage Software Partner….

Do they have integrity, passion, & honesty? Or do you have to check and re-check every invoice they send you knowing that you’re going to have a less than pleasant conversation with them about the “Holy Cow” additional costs that you hadn’t anticipated?

Do you hear from them regularly to tell you about new updates, versions or maybe just an offer to go to lunch? Or, do they call just to remind you that your annual maintenance and support fees are due?

Do you recommend them to friends or business associates who are looking for ERP software?

If your “VAR” isn’t providing you with quality service like the ones that have been mentioned then maybe what you have is a Re-Seller, not a VAR.

If your software partner doesn’t appear to offer much beyond the ability to sell software I would refer to them as a Re-Seller. A Re-Seller doesn’t offer additional services, usually doesn’t have the resources to provide those services and generally has to charge you more because they have to pay an outside resource to provide those services.

Our clients deserve the best service that’s available. They trust that they’re getting the best service. It’s incumbent upon us to provide an extraordinary customer experience each and every time that we have a dialogue with them. It’s time that our clients are treated as something other than a quick buck.

If you’re losing more than your fair share of clients for “undetermined” reasons then it’s time to re-examine your business practices. Maybe it’s time to re-evaluate why you’re in business & if it’s just to make money then you’re probably in business for the wrong reasons.

However if providing an extraordinary customer experience for your clients is your number one goal, congratulations, you “get it” and not surprisingly so do your clients. Welcome to the World of VARs

Have Fun At Sage Summit 2013
July 21 – 26

http://na.sage/sagesummit.com

Bill Kizer

Bill Kizer

Bill’s 4th Annual Booths Not TO Miss While At Sage Summit 2013

sage summit 2013
It’s that time of the year again & that means my list of booths not to miss is ready for publication. This year’s list has some repeats but there are some newbies. They’re not listed in any order.

1. Information Integration Group; Booth 1096 Visit Alec & Gary to check out their Add On Solutions like Advanced Distribution Bundle, Material Planning & Production Mgmt, Service Maestro, Rental Maestro, Apparel Maestro, among others.

2. Altec; Booth 858 The Altec Team will be in Booth 858. Stop by to see what’s new in document management

3. Azamba/TechnoTropicBooth: 721. Come see the strides that Peter Wolf & his team are making with 3rd party applications & productivity enhancements to SageCRM         

4. I Business Net: Booth 444. If you want to meet one of Sage’s Top VARs come by & say hi to Gary Feldman

5. Website Pipeline; Booth 491 Come by & see what Brian Seidel & Brian Nunes have to offer in the latest eCommerce solutions.

6. Suntico, Booths 671, 680  Stop by & meet the team of Derek Stewart & Hugh Johnson  & see what’s new in online CRM and private social network that links to your accounts software.

7. TaskCentre; Booth 408  Stop by & let Paul Cannon & Nicole Laurier show you TaskCentre v4.5, a powerful suite of Business Process Management (BPM) technologies that ‘loosely couples’ business applications enabling organizations to automate virtually any employee-driven business process

8. xkzero; Booths 1208, 1209  Paul Ziliak & his team have developed Sage 100 ERP GetX Search & iSales 100 provide Universal Search for the Sage portfolio.

9. Net@Work; Booths 802, 803  Meet the Solomon Brothers & see what a full service business consultancy & technology solutions provider looks like. Their expertise goes beyond network solutions & across all areas of business, including accounting/ERP, CRM, manufacturing/distribution, HRMS,  eCommerce, & enterprise/ document management

10. Enbu Consulting; Booth 673 are experts in Sage CRM software. Companies  have been choosing Enbu to deliver CRM based solutions, address key business processes, including sales, marketing &  customer service.

Have Fun!

Sage Summit 2013 – Are You In Or Are You Out?

Gaylord National Harbor Resort

Gaylord National Harbor Resort

There has been much discussion about the value of attending Sage Summit 2013 Partner & Customer Conference, which is being held in Washington D.C. July 21 – 26 at the Gaylord National Harbor Resort.

This is my favorite Gaylord because it’s easy to navigate (Not like the Opryland Human Maze), it’s close to some outside restaurants and clubs, (Again not like Opryland which is a $25 Cab ride downtown Nashville)

But I won’t miss it and neither should you!  I’ve have found that Summit provides me with great value and relevant information. Our industry changes daily and there’s no way to stay on top of these changes if we don’t talk to the source(s). You can find the source(s) and other partners who have utilized those changes successfully by attending Sage Summit 2013. 

Most of the real interesting conversations are those that you find in the hallways between sessions and keynotes. If you want to watch a partner who is adept at deciphering what is said and more importantly what’s not said, find Wayne Schulz and ask him if it’s okay to tag along, he’ll probably say “no” but go anyway. It’s how he and I became friends.

Its eye opening, informational and very rarely is his take on things wrong. I talk to Wayne 3-5 times a week and the conversation is always lively. You can catch Wayne on his daily morning walks at 6:00 a.m. along with other partners like Robert Wood, Peter Wolf & I swear I’m going to get up at Zero Dark 30 to walk with them.

If sessions are your thing then go park yourself in every Ed Kless session that has an open seat. You won’t leave disappointed. I have sat in many of his sessions, taken the week long Consulting Academy, gone to conferences just to hear him speak and rate Ed as one of the top speakers in our industry.

Look at the business partners and vendors who consistently attend Summit.  If you want the keys to success they’re the people to see. Go to their booths and see what they’re doing that you’re not. It’s probably a safe wager that they’ve been involved in Summit for many years.

“It has always been MY rule that if I am serious about selling Sage products I need to attend Summit. I need to “breathe” the air, sense the mood of the Sage community, and get enough inspiration to see me through another year.” Arlie Skory; Managing Partner at Skory Employer Solutions LLC 

There is a long term value of creating lasting relationships with other colleagues who will share their knowledge with you. I’ve spent many hours talking with them about the direction that our industry is headed.

What price tag do you put on the information you receive at Summit? How about face time with Sage executives, visiting with 3rd party providers? I don’t think you can put a tag on these. The sessions alone that Sage offers are topic rich.

We get caught up on doing work as we’ve always have not aware there are better ways to streamline our businesses & become more cost effective. If we don’t go to Summit & feed off the synergy then we’re going to stay in that same rut getting the same results.

There are BP’s who have concerns that they don’t write any new business at Summit. They’ve bought booth space, & brought a large group. Is it worth the expenditure? Can I justify the costs? How much business will I miss out on while I’m at Summit? These are valid questions. The answer is simple….How much effort are you willing to exert while you’re there.

If you’re going to Summit with the sole intent of closing deals you will be disappointed. It’s like going to the circus expecting Shakespeare; this is an unrealistic expectation. A lot of companies look at expenditures that don’t provide immediate return as worthless. I think of attending conferences the same as Spring Training, The chances of a productive year increase exponentially with a successful Spring Training.

If you’re still not sold, here are 3 questions to ask yourself.

►By not going am I adding or taking away value from the success of my business?

► What new technology can I find at Summit that I can add to my product portfolio?

►Am I the problem or am I the solution?

Come to D.C. & see what’s going on at Sage. You will go back to your business with new tools, ideas & a new attitude.

See you in Washington D.C.
Bill Kizer
http://na.sage.com/sage-summit/
http://billkizer.com