Tuesday, March 30, 2010

Chris is famous!

Chris was quoted on Novell's web site: http://www.novell.com/communities/node/4915/selling-tips-novell-workgroup-solutions

Strengthening Relationships

One of my clients had become jaded regarding her relationships with her Novell sales representatives. They had grown accustomed to having a Client Exec to support them, and were feeling the lack strongly. Even though they spent a quarter of a million dollars on Novell maintenance every year, this client felt that Novell was just not responsive to their needs. My contact was not the person in charge or the major decision maker; however, she had a lot of influence as she deals with the day-to-day operations of the client’s IT department. I knew gaining her trust would help gain the trust of the decision maker. I started gaining her confidence by responding quickly to all any requests she made. Then I proposed a renewal plan outlining everything that needed to be done to get their maintenance renewal plan on schedule. I proposed dates and action items to accomplish this goal. I asked if there were any other steps that needed to be taken, and asked if she agreed with this plan. She did agree—and execution was easy, since we both knew what was expected by the other, there was no pressure or time constraints, and everything was already planned out well ahead of time.

Result: Our renewal came in two weeks ahead of time, without any complications, with additional revenues accrued. Because of the relationship we had forged, I was able to defuse a potentially bad situation that rose from price increases in two of their four purchased Novell product groups. In fact, our relationship grew so strong that we held face-to-face meetings to discuss the possibilities of adding further Novell products to solve some of their other pain points. This opened up new potential revenue possibilities that could bring in well over $150,000 in upsell revenues. (Chris Francom, Novell Internal Sales)

Wednesday, March 24, 2010

Lyla's 1st Birthday

Our niece, Lyla, turned 1 last week. I LOVE watching kids devour their cake!

She loved the icing. She had so much fun opening her presents and playing with them.

Jen, Curtis, and Landon all have birthdays this week. March and April seem to be the months for birthdays. My 30th is quickly approaching. AGH!

JoAnn's Visit

My sister, JoAnn brought her family out to see Nicole for Spring Break. Nikki is a freshman at USU. It's strange to have nieces and nephews so much taller than me!

Kyle, me, Nicole, Ashlee, Blair, and Chad.

We didn't get to see them as much as I would've liked, they spent most of their time in Logan with Nicole. But it is always fun to hear all the stories about the San Luis Valley and everyone we used to know. I sure miss living by them! I hope the boys will end up at USU too.

Wednesday, March 3, 2010

I love my widows!

I have a small group of friends that are also young widows. We get together sometimes to support one another and have become such great friends. I'm lucky to have met them. I wish we didn't have to experience such horrible loss, but I'm glad we have one another to "get it". If you know of any young widows that may need support and understanding, feel free to send them our way!