Sales

1. 9 Questions MSPs Should Be Asking Their Prospects And Customers 5/5/2017

   The best way for an MSP to increase their chances of closing a deal is to understand the customer. You also need to know what problem the customer is trying to solve and how the solution you are offering can help them address the challenges they’re facing.

2. What IT Departments Should Know For 2017 5/2/2017

   Advances in technology have armed companies with more resources and power than ever before. Technology offers companies the ability to connect with customers and prospects whenever and wherever they want.

3. 7 Ways To Build Business After M&A Activity 3/31/2017

   If someone is acquiring a business, there is usually a strategic method behind the move whether it’s intellectual property, geographic reach, human capital, technology, or other valuable resources. But with any business activity of this magnitude, there must be a system in place to ensure the transition is as smooth as possible.

4. 5 Reasons You Should Lead With Endpoint Security 3/29/2017

   Endpoint security presents a big opportunity — maybe even responsibility — for solution providers serving as trusted business and IT advisors for small business clients. SMBs don’t have the skills necessary to recognize the risks associated with today’s advanced threat landscape and they want help.

5. The First Person To Attempt To Swim The English Channel And What It Has To Do With Sales 3/8/2017

   Tragically, no one knows the name of the first who tried to swim the English Channel. As folklore goes, he made it halfway to France, figured he couldn’t continue, then turned around and swam back to England. He did not get the recognition, success or glory that would’ve been his had he completed the swim. By Gil Cargill, Sales Acceleration Coach

6. Money Is Not The Root Of All Evil 1/13/2017

   Money is not the root of all evil — at least when it comes to sales. No, the root of all evil in the sales world is the lack of consistent, proactive, predictable prospecting. When prospecting is done intermittently without proactive initiatives, the evils of sales can arise. By Gil Cargill, Sales Acceleration Coach

7. 7 Things You Need To Include In Your Sales And Marketing Program 1/10/2017

   Why do channel partners continue to opt out of sales and marketing programs? This question has haunted vendors for generations as it doesn’t make sense why channel partners continue to ignore extremely profitable opportunities, especially when it’s an easily-attainable incentive.

8. Your B2B Sales Reps Are A Medium, And The Medium Is The Message 10/28/2016

   Contrary to popular belief, establishing and maintaining a company’s brand and messaging is not solely the responsibility of the marketing department. In today’s digital, multi-touchpoint world, the customer journey has evolved to cover much more territory. The path from awareness to purchase also contains new twists and turns, making the alignment between sales and marketing — as well as the rest of an organization — more critical than ever. By Isaac Pellerin, Channel Marketing Manager, Octiv

9. Pre-INSPIRE Homework Shortcut: "Roadside MBA" Book Review 9/30/2016

   The Retail Solutions Providers Association (RSPA) INSPIRE Conference 2017 will feature the three authors of the business book Roadside MBA. Whether you’re attending or not, you’ll want to read the book in advance of the event.

10. The New Reality Of Prospecting 9/30/2016

    During the course of my sales and sales coaching careers, I've seen traditional prospecting strategies — canvassing, networking, cold-calling, et cetera — become increasingly less effective. As a matter of fact, most salespeople do their best to avoid prospecting because they know, based on their experience, it does not produce the desired effect: more first meetings. By Gil Cargill, Sales Acceleration Coach