When you’re playing Poker you are stuck with the cards you’re dealt.  When your hand is called, you have to lay down and expose what cards you have as compared with your contender.  If you’re unlucky and get dealt only bad cards… then you lose.  Of course, when there is money on the line they call this gambling because you’re taking a chance on losing  your hard earned cash.  What if you could stack your deck, what if cheating was Legal?  While you can’t preselect the cards you want to play with in Poker game you can, however, when you’re putting together a managed services offer to begin marketing.

It feels like a poker game!

I make this comparison, because that’s how it feels when you’re in a prospect’s office or conference room, that you found from an IT sales leads campaign, and you are trying to find out what their technology situation is so you can offer something they don’t have or that you can do better.  The prospects always seem to have a poker face and can be very guarded about what level of services they have, who they deal with and what prices they pay.  (more…)