Brian Sommer

Brian is currently CEO of TechVentive, a strategy consultancy serving technology providers and other firms. He is also a research analyst with Vital Analysis.

Latest Posts

Social networks - Selling you out?

I feel so used and so cheapProfits and revenues are good things especially when the buyers, sellers and others involved in the transaction are all in agreement with the deal. But the explosion of social networks in recent years leaves me feeling used, cheap and pimped out.

March 12, 2009 by

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The ROI needed to sell software/services

(Hint: It must be substantial and believable)I do a lot of sales and negotiating training, and contrary to the current economy, it’s becoming a brisk bit of work. That said, there’s often a tough sticking point for many technology and service firms: crafting compelling ROI statements and tying these to some burning platform issue that motivates buyers to move NOW!

March 11, 2009 by


Why it’s so hard to sell to the middle manager

Here are some cluesPaul Osterman has a new book out called “The Truth About Middle Managers: Who They Are, How They Work, Why They Matter”. The book offers some interesting insights into a frequently under-loved, under-studied and under-appreciated group of business people.

March 11, 2009 by


Upgrade talent for the economy to come

Bad pathologies to avoid in new employees One of the best pieces of advice that came from last week’s IDC Directions conference was an almost throwaway comment from one of the IDC executive speakers: Start planning for the recovery.That’s actually something I’ve already discussed with two clients as it sets the correct tone for what firms and managers should be doing today.

March 10, 2009 by