Stories by Wayne Small

  • Consulting room: A disaster in the planning

    With news of the recent earthquakes in Christchurch, New Zealand, my mind jumped not only to the poor individuals involved in the disaster, but also to the technology devastation that will have occurred. What do I mean by that? The fact is the majority of SMBs will not have planned to deal with this type of event.

  • Solution selling 101

    I hear people talking about selling solutions all the time. What they normally mean is that they want to bundle together as many products as possible to increase the sale to the customer. That to me is NOT a solution sale. It’s a drive for revenue and ultimately not something that is good business.