ATCP, LLC

The IT Manager has no clothes!

If you want to know what a company sells, ask to see their comp plan. If your sales managers are compensated to sell a product/service that the one they are selling can’t be sold under, guess what? Thats right! It fails. This is the primary reason for companies not being able to move their wares.

But not just any comp plan will do. And that is the rub.

Companies today are in a financial bind. They need to spend less and save more. Do more with what they have, and all that. But how do you do this with a strategic product? You know, strategic, one of dozens of words and phrases we throw about as if we know what they mean, and assuming that they mean the same thing to everyone. Wrong.

More »

Ask A Sales Engineer


“What is Enterprise Sales”?

Good question. I get this question more often than you’d think-probably once per week on average. Today was the last time, so I thought I’d address it in an article.

All of my Sales/Sales Engineering methodologies are short, easy to understand and elegant. I use this method as it is easier for non-Sales Engineers to remember. Complicated doesn’t cut it with people under stress with a lot to remember already. So it is fitting that I treat the expression “enterprise” no differently.

Enterprise anything relates to people, places, things, or opportunities that involve strategic management, or management elements, in any company, group, or institution.
More »