Business Advice

81. MSPs, VARs Weigh In On Lead Generation 10/15/2015

    Prompted by an audience question, the VAR/MSP panel at Channel Transitions VAR/MSP Executive Conference shared their insights on the most effective lead generation methods.

82. Time For A Speed Test 10/14/2015

    Recent studies show that your probability of closing business drops considerably when the delay of responding to an inquiry is as little as a few minutes. As a matter of fact, some studies show that your probability of success will reduce by 700 percent if you delay responding to an inquiry by five minutes.

83. Managing The Aging Salesforce 10/14/2015

    I believe that senior sales representatives, in many cases, are looking for recognition and acknowledgement of their prior contributions. That's great, they deserve it, and you should do that. But, none of us can live in the past. The senior sales rep must be held accountable for doing his/her job based on today's realities. 

84. Building An Exit Strategy 10/13/2015

    Best practices to help you get the most for your company when it’s time to sell.

85. Research: As-A-Service Critical To Organizations, But For Most, Years Away 10/9/2015

    New research from Accenture and HfS Research has found that while 53 of executives view the as-a-Service business model as “critical” for their organizations, 68 percent report they won’t be delivering processes as-a-Service for five years or more.

86. What You Can Learn Traveling The Unpredictable Road To Business Success 10/8/2015

    Lief Morin, president of Key Information Systems, participated in The Mongol Rally this summer, and he discovered you can draw a lot of parallels between the adventurous rally and building a business.

87. Marketing Collateral For Sales Reps Must Be Accessible On Mobile Platforms 10/7/2015

    According to the annual Salesforce Spotlight Survey by Seismic, an end-to-end sales enablement solution, mobility could be widening the gap between sales and marketing teams.

88. Videos Provide Sales Tips For Managing Goals, Building Value 10/7/2015

    Sales teams are challenged to successfully set and attain their goals and build value from products and services.

89. Global Human Capital Trends Survey Emphasizes Need New Employee Engagement, Retention Strategies 10/5/2015

    According to Deloitte’s 2015 Global Human Capital Trends survey, employee engagement and culture issues have risen to become the No. 1 challenge companies face around the world.

90. Using “Ambassadors” As Networked Promoters Of Your IT Solutions Provider 10/5/2015

    How can a sales representative or sales team get a pipeline full of new opportunities? One way is to maximize potential by winning ambassadors and using them as networked promoters.