Sales

11. 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

12. 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.

13. 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

14. Partner Onboarding: How To Set The Stage For A Successful Rapport 9/27/2016

    To a vendor, this question is the bread and butter to a productive and healthy channel network; an indirect sales funnel that is tried and tested to produce results, infiltrate diverse marketplaces and contribute to long-term b2b partnerships. But long before the program is designed and incentives are offered, vendors need to recruit companies with the competence, determination, and resources to earn your reward.

15. How To Hire Your First Sales Rep … Profitably! 9/27/2016

    At some point in the growth of all MSPs, IT consultants, VARs, and/or software salesforces, the need to hire the first salesperson becomes apparent. Typically, this is stimulated by one of several factors. By Gil Cargill, Sales Acceleration Coach

16. Do You Know Your Customer's Internal Trigger? 8/3/2016

    Using the Hook Model, you can create customer habits which could lead to supercharged growth, higher customer lifetime value, and increased defensibility against competitors who prey on your customers.

17. Appropriate Person Prospecting 7/18/2016

    Recently, one of my client’s salespeople told me he was having no luck cold-calling. By Gil Cargill, Sales Acceleration Coach

18. Channel Partners Chasing Profitability Due To Lack Of Product Support 7/14/2016

    Cloud sales have skyrocketed in recent years, but if the Software-as-a-Service (SaaS) industry expects to hit Forbes’ projected $67 billion by 2018, someone needs to address a very significant user abandonment problem. By Dave Hauser, General Manager, Cloud and Managed Services, PlumChoice

19. 10 Ways To Create And Retain Engagement With Process Improvement 7/13/2016

    Is your business struggling to get staff involved in process improvement initiatives? If so, you can take solace in knowing you’re not alone. By Ivan Seselj, CEO, Promapp

20. Onboard A Client Successfully With This 6-Step Process 7/5/2016

    At some point in the marriage between you and your client, someone might drop the ball.  After this happens, the relationship will sour, and all anyone will want to do is to get away from each other – whether this happens two days before the contract is up or two days into a newly signed contract.