The Web Conferencing Blog

Citrix Downplays Need for Video at SMB Level

As I mentioned in a blog in October...that Telepresence would enter the SMB and consumer markets, John Chambers: CEO of Cisco, has predicted that Telepresence will be in homes in less than a year. http://davidchao.typepad.com/webconferencingexpert/2008/10/telepresence-ma.html

Brett Caine, President of Citrix, sees things differently. Brett Caine sees little need or demand for video at the SMB level. He has also stated that there is little demand for instant messaging, video chat, and teleconferencing...though Citrix just acquired audio provider Vapps based in New Jersey. (It should be noted that Citrix does not have instant messaging or video capabilities today and perhaps why they the perception is that these solutions are of "little need or demand.")

The only potential obstacle that I can see with consumer-based Telepresence is internet bandwidth. Not every home has a broadband connection as some homes are still using solutions like NetZero. It will be the consumers who pay more for broadband that will see the benefit of Telepresence and want to pay for it, not the NetZero type users.

Telepresence Providers:

• Cisco
• HP Halo
• LifeSize.com (Small company that has done $14M in revenue)
• Tandberg
• Microsoft Roundtable

Thanks,
David Chao
The Web Conferencing Expert

Citrix Buys a Phone Company

Citrix ventures into the audio conferencing business with their acquisition of Vapps, based in New Jersey, for $26.6M. With the economy where it's at, the acquisition isn't that bad of an idea since there are many small business out there with cash-flow problems which an acquisition like this would solve. Citirx also benefits with a discounted purchasae price. (Vapps has about 15 employees and does about $2M in sales revenue.)

Vapps' main focus is on VoIP, something that Citrix has been trying to get right on their own with their Total Audio Package but have been unable to overcome the ongoing issues with audio echos and degradation.

It will be interesting to see what comes from the Vapps acquisition and if there will be integration with the Citrix solutions.

Thanks,
David Chao
The Web Conferencing Expert

The Champion Creed

"I am a champion.

I believe in myself.

I have the will to win.

I set high goals for myself.

I surround myself with winners.

I’m cool, positive and confident.

I have courage. I never give up.

I’m willing to pay the price of success.

I love the struggle and the competition.

I stay relaxed and in control at all times.

I focus all my energy on the job at hand.

I vividly imagine what victory will feel like.

I am a champion and I will win."

Recently, I came across this creed. Can't exactly remember where I saw it or who authored this version of "The Champion's Creed" but it certainly resonated with me. Can you imagine the power of positive thinking and visualization by saying this every day before you begin your work day? Absolutely powerful!!

In my own words, I would also like to add the following comments to The Champion's Creed:

Have a clear vision. See the opportunity and go after it relentlessly.
Have the courage to see things through the tough times.
See obstacles as only temporary.Love whatever it is that you do.
Always give your best.
Practice like a champion.
Play like a champion.
Live like a champion.

Thanks,

David Chao

The Web Conferencing Expert

"Do more than is expected of you."

"Do more than is expected of you."
"Do more than is expected of you."
"Do more than is expected of you."

This is one of my favorite quotes from Napoleon Hill's "Think and Grow Rich," so I thought I would type it out three times to be dramatic. I've read the book multiple times and each time I read it, it's just as inspiring as the first time.

Some truths are just timeless, this is one of them. "Do more than is expected of you." Simple, to the point and oh so true.

Sales is not an easy job and it's not for everyone. Many people get lured into sales because it can be lucrative and prestigious. Most people growing up don't say, "When I grow up I want to be a sales rep!" It just doesn't happen. Like anything else, sales is an occupation that follows the standard Bell Curve. A majority of the sales reps are average. Then there are a handful of exceptional sales reps to the right of the curve and of course a handful of sales reps that probably shouldn't be in sales to the left of the curve.

What's the difference between these three categories of sales reps? The best sales reps have that burning desire to succeed with hard work. They will do whatever it takes. They do more than what is expected of them. Some many disagree and say that factors like experience, business acumen, salesmanship are the real main differences. I contend that these things can be learned over time.

A strong, solid work ethic and the burning desire to succeed is not taught or learned. It only comes from within and when it's unleashed it cannot be denied.

Michael Phelps did not win 8 Gold Medal because he started swimming at an early age (experience) or knew the mechanics of the perfect stoke (knowledge) or had the best coach. He won 8 Gold Medals because he was willing to do anything to get those 8 Gold Medals, even if it meant spending up to eight hours per day in the pool. If other swimmers trained 8 hours a day, I suspect Michael Phelps would have trained 12-14 hours per day. "Do more than is expected of you."

Every sales rep wants to be the best. Wanting to be the best and wanting to succeed is far different than doing whatever it takes and doing more than what's expected to be the best. Saying, "I want to be the best," is easy. Backing it up with hard work is what separates the best sales reps from everyone else.

Ask yourself if you truly have that undeniable burning desire to be successful. Are you one that goes above and beyond? Do you do more than what is expected because you want get recognition for your efforts or do you do this because you know that there are no shortcuts and that the greatest rewards are always the ones you worked the hardest for? Be honest with yourself.

The good news is that if you are a top rep, an average sales rep or a not so great sales rep, you and you alone have the option to change you mindset, step up your game and get better with strong, consistent hard work. 

"Do more than is expected of you."
"Do more than is expected of you."
"Do more than is expected of you."

Thanks,
David Chao
The Web Conferencing Expert

Product Knowledge Again?

How many times have you heard people tell you, "You just need more product knowledge, then you'll start to close more business." All I ever hear is how important product knowledge is. Yes, product knowledge is important but how about teaching me how to use the product knowledge to close business. Most companies do not focus enough on fundamental sales training and development. Sad but true.

For now, forget about the product knowledge brain dump, the speeds and feeds pitch that you normally do with your prospects. The reality is that if you're doing this, 1) you are talking to the wrong person, typically a non-decision maker who has zero access to money, 2) you are talking about you and your product when you should be focused on the prospect, 3) you are boring your prospect.

Rule #1: Always start your prospecting/qualification calls with questions about THEM. Don't talk about you or your product. Break the ice and establish rapport by getting them to talk about something they are familiar and comfortable talking about, THEMSELVES!

Rule #2: Provide concrete example of how your product will impact their business. Will it improve productivity, performance? Will it streamline processes? Most importantly, how will they PROFIT by using your product?

Rule #3: Storytime. You need to tell stories. People remember stories. Provide examples or testimonials of how other customers have profited. Customer testimonials are never used enough! Get them to visualize how they could benefit by using your product. "Mr. Prospect, imagine if..."

Rule #4: Understand THEIR "perceived value," not yours, THEIRS. We already know they need it. We already know they should buy it. Get them to talk about how they would benefit, profit, etc. Make perceived value realized value and you got yourself a sale.

The reason why sales reps resort to product knowledge during sales engagement is because it's what they were taught to do. We are simply relying on what we already know and are comfortable talking about. Heard this before from a sales manager? "Just tell your prospect that we can do all these things  and they will automatically buy." Product knowledge and product capabilities often gets overused because they are the easiest things to mention for differentiation purposes.

The very best sales reps know that they can change the "playing field" in a variety of different ways. The very best sales reps can create differentiation that are multi-dimensional compared to one-dimensional, IE, product knowledge/product capabilities. Everyone already does this! Be different!

A few things that are critical to your sales success:

1. Profit: Companies want to make money, not save money. Show them how they can make more money and you got a deal.
2. Perceived value: What matters is what they think about you and your product. Your opinion does not matter. Again, your opinion does not matter.
3. Proof: Back up your statements with customer testimonials, success stories in PDF, references. Show a video testimonial!
4. Service: Are you reactive, proactive, responsive? Are you fostering customer satisfaction or customer loyalty via your service? Satisfaction is just that, just enough to get by and in most cases, it's never enough. If you get customer loyalty, you have a partner and someone that will want you to succeed as much as you have helped them succeed.
5. Engagement: No engagement = no interest = no deal. If you have not broken the ice and established rapport in 15 seconds, you've lost your window of opportunity.
6. Likability and Credibility: The first sale in any sale is yourself. If they won't buy you, they won't buy your product. Are you perceived as an expert, do you sound like you know what you are talking about? Are you likable and credible?

So we have come full circle. Yes, product knowledge is important. Yes, you need to know your product to sell your product, however, the lesson here is to focus on your customer and to demonstrate creative ways they can profit by leveraging your product. Don't be one-dimensional. Move outside your comfort zone and become multi-dimensional.

Thanks,
David Chao
The Web Conferencing Expert