Sales

  1. VAR's Customer Service Secret: “You Can't Train Nice” 3/10/2016

    A common mistake made by business managers, including solutions providers, is hiring a tech based solely on the candidate’s résumé. This is probably why you’ve crossed paths with so many high-skilled technicians who offend customers with their gruff demeanor.

  2. Speakers At Channel Events: Read This Book, Please! 3/7/2016

    I hope every speaker I listen to at future channel conferences for the rest of my life follows the principles in the book Do You Talk Funny? 7 Comedy Habits to Become a Better (and Funnier) Public Speaker. I think tolerating dry presentations at events has taken a few years off all of our lives. Or at least it feels that way to me.

  3. Asking The Right Questions Can Take You From “No” To “Yes” And Win The Sale 1/6/2016

    Your sales teams could struggle when they hear “no” after they pour time and energy into a making a sale. The key to changing a “no” to a “yes” could lie in how skilled your sales reps are at asking questions.

  4. Interest Rate Hike Could Impact IT Budgets 12/17/2015

    The Federal Reserve raised interest rates for the first time in nearly six years. While interest rates may not seem to have much to do with information technology adoption, the finance experts at Logicalis US, an international IT solutions and managed services provider, have pointed out that they are actually quite closely integrated.

  5. Why Most Small Companies Simply Refuse to Grow And What To Do About Yours 12/17/2015

    You started your own company to provide IT solutions and services, and the technician in you got right to work. According to Michael Gerber, author of the business best-seller The E-Myth Revisited and other books on the topic of small business and entrepreneurship, that was a mistake.

  6. How IT Solutions Providers Can Find More Prospects , Get More First Appointments 11/23/2015

    A series of short videos could help hone your sales strategies resulting in more prospects and first appointments.

  7. 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.

  8. 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.

  9. 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. 

  10. 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.