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John Morris Connect street, plant, office, field & people!
Toronto, Canada
Making the IoT real! I build and execute sales programmes for a new generation of high-semantic content technology solutions. Experience at IDC, DEC, Magic, Oracle, Intalio, Bosch Software - and a year on a Chevron land oil drilling rig.
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Business Development
Product Marketing
Inside Sales
Business Process
Internet of Things
Channel Partners
Technical Demonstrations
Proof of Concept
Field Service
Member since July 2016
Areas of Expertise
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$1.67/min per minuteNew ArrivalMAKE IT REAL: Turn IoT Technologies Into Tangible, Saleable SolutionsJohn Morris • Toronto, CanadaCreated 9 years ago in Sales & Marketing / Sales & Lead GenerationI've sold pioneering technology deals again and again for new technology, even without references. A use case is a beginning. But you have to show the business case too. (And don't forget that use case and business case need to stay linked together.) And even then you still might not make the investment hurdle! There are so many ways for prospects, either direct or channel, to say "no". So what can we do together to reduce that perception of risk? It's all about "making it real". New technology is a phantom. It's hard to sell a phantom. I specialize in coming up with the tools, the narratives, the scripted demos and the proofs-of-concept that make it easy for prospects to say "yes"! An idea isn't worth very much until the customer is willing to pay for it. What's your idea? ================ The picture shown here is from a 30 page PoC guide, part of a whole programme for an manufacturing-oriented Internet of Things solution.John Morris Toronto, CanadaNew Arrival
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$1.67/min per minuteNew ArrivalBUSINESS CASE: Better IoT Business Cases Drive Better Sales ResultsJohn Morris • Toronto, CanadaCreated 9 years ago in Sales & Marketing / Sales & Lead GenerationGreat ideas need great engineering and business analysis. But how does the semantic and engineering content of your service or product help you sell? You have great ideas. And you've worked hard to productize those ideas. But do you have great business cases? Business cases that channels can really buy into too? And that your direct sales people can use to help close deal after deal? I specialize in turning hopes and dreams into tangible, believable value props. Your IoT offering is based on technology, sensors, math, logistics and more -- but that great technology is usually a long way from customer value! So how can we link them together? Let's work to understand customer needs and how your technology, even disruptive technology, can contribute to customer value streams. Through this process, I draw on my experience selling pioneering technology products and in developing innovative technology sales programs. And from my original background in market research and technology sales, I can also do efficient customer interviews and analysis. We will rapidly create a suite of message building blocks that can be configured into a whole array of great sales and marketing tools. You sales teams will be excited to go to market armed with a compelling statement of customer value. Great tools, great sales momentum for field or ultra-efficient inside sales. Don't hide your light! Call me today. I'd even love to participate in sales calls too. ================ The picture shown here is a real-world business case used in one of my Interop presentations.John Morris Toronto, CanadaNew Arrival
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Business Development
Product Marketing
Inside Sales
Business Process
Internet of Things
Channel Partners
Technical Demonstrations
Proof of Concept
Field Service