"Sales"

Can we use fear to sell PLM?

Can we use fear to sell PLM?

I grew up in the Soviet Union at the time when the planet was going through The Soviet-American Arms Race, As a child, I remember a lot of propaganda related to the nuclear arms race. These days a lot of information about what happened 40-60 years ago is available. One…

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The art of PLM sales

The art of PLM sales

PLM can be anything from business strategy to product and technology. To get companies to adopt PLM takes time and this is where I can see a lot of discussions and debates about complexity PLM. I will talk about complex vs simple PLM next time. Today I want to focus…

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Recommendations for no-BS PLM sales in 2019

Recommendations for no-BS PLM sales in 2019

Timing is everything in this life. And you cannot change it. Good skills and wrong timing still means no results. Timing is sales is absolutely critical. No matter what piece of sales puzzle you’re working on, timing is an important factor and element of any sales process. And when you…

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How to disconnect P(olitics) from PLM and Lifecycle Management

How to disconnect P(olitics) from PLM and Lifecycle Management

Innovation is usually one of the top goals on the way PLM projects are sold to manufacturing and industrial companies.CIMdata introduced the term Product Innovation Platform  a few years back, in partnership with Gartner and IDC. It was an answer on the challenges of complex product development and complexity of…

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How to avoid “focus on business” cliche in PLM sales

How to avoid “focus on business” cliche in PLM sales

Yesterday, I shared my thoughts about PLM “Always be competitive” that was triggered by blog article of Sami Grönstrand of Outotec. We exchange few messages and then I stumbled on another Sam’s writeup – PLM. Cloud first? Model Based first? API first? I say: Business first. A term “business” is recently…

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3 magic questions that will help you to sell PLM

3 magic questions that will help you to sell PLM

Nobody is buying PLM. PLM projects are usually “sold” to customers. And this is not an easy job. Many of PLM sales individuals I know are not having formal sales training and coming with manufacturing and engineering background. I wanted to share some of my experience in interviewing manufacturing companies…

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How to practice PLM extreme sales listening

How to practice PLM extreme sales listening

First perceptions are even harder to overcome than most people had realized. Our first impression of a person, place or idea becomes our brain’s default perception. We can learn more things later, but our brain usually categorize it as an exception from the rule. Let say your first impression about…

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Digital Transformation – new PLM sales buzzword?

Digital Transformation – new PLM sales buzzword?

The new trend – digital transformation is here. You can hear it everywhere. New “digital processes” enabled by new technologies and tools are replacing old ones. The term transformation refers to a fundamental change to an organization day-to-day business from the type of products to types of services companies are…

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PLM bottom up sales: dream or future reality?

PLM bottom up sales: dream or future reality?

Some products are bought. Think about milk, gas, pain medicine, airplane tickets. The vendor just need to let know potential users about the product and someone will come across to buy it. However, other products are sold – cars, insurance, engineering and enterprise software. That was true for many years….

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