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Meeting ArchiveMay Meeting:
Thursday May 22, 2008
Meeting Schedule
Why Consultants FAIL and what YOU can do about it!
How many times have you or a colleague faced these frustrating situations?
  • Prospects fail to understand the value you bring
  • Prospects hide after you spend days preparing detailed proposals
  • You have to cut prices to get the contract
  • The selling cycles getting longer rather than shorter
  • Prospects stalling with excuses and "think-it-overs."

Why do these things keep happening and what you can do to prevent them from continuing? Join Ed McCauley for an eye-opening look at the deficiencies of traditional selling that make the sales process ineffective and demeaning. Learn honest, no-nonsense approaches to selling that challenge long-held sales beliefs, and place the power and control of the selling process in your hands.

During this briefing you will:
  • How the traditional ?buyer/seller dance? turns you into an unpaid consultant
  • Why traditional approaches lead to price-cutting
  • Why you may be busy selling, but sales remain low
    Learn how to:
  • Differentiate yourself in the first 15 seconds
  • Stop the unpaid consulting
  • Handle prospects that want to think it over
  • Uncover why people really buy
  • Actually ENJOY the Sales process!
Ed McCauley
For 19 years, Ed McCauley has been President of Bottom Line Technologies Inc. (BLT) providing:
Design services
Working closely with their Clients, BLT designs FPGA, board, and complete system solutions.
Technical Training
BLT is Xilinx?s exclusive Authorized Training Partner from New York State Through Virginia.
Sales and Management Training and Coaching
BLT specializes in training salespeople and management of companies selling to technical customers.

Ed began his career at Datatel, a datacom startup that grew from 3 to 300 people and a private acquisition. Next he joined then venture funded start-up "Xilinx" as an original member of their field sales team covering the northeastern US. After Xilinx?s IPO, he left to start BLT. Ed is an alumnus of The U.S. Naval Academy, Rutgers and Drexel Universities, a longtime member of CNNNJ, and can be contacted at (908) 479-1200 or via email: ed.mccauley@bltinc.com

Thursday May 22, 7:30pm
Non-members welcome!
Aeroflex / KDI-Integrated Products
(note: entrance for the meeting is at the rear of the building)
60 South Jefferson Ave.
Whippany, N.J.

Contact: 973-728-4500, robert@rdwalker.com

Directions to meeting.