Sales

41. 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.

42. IT Solutions Providers: It's Training Time Again 12/30/2015

    Historically, many companies embrace sales training strategies during the first quarter of most years. This is a great way to kick off the New Year, re-motivate the team, as well as put in place some sound principles to help the team sell more by selling more effectively. Following, find a checklist for you to use as you put your training program together.

43. 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.

44. 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.

45. 6 Ways To Develop Solid Customer Relationships 12/16/2015

    The customers of today are incredibly knowledgeable and they understand their business from top to bottom and they expect the same from the people they do business with. Here are six specific suggestions that will make you a better sales and business development professional. 

46. Improving Reseller Team Performance Using Deal Registration As The Starting Line 12/10/2015

    Deal registration was created to provide deal and pricing protection to resellers. Many vendor channel partner programs feature persistent registration, expecting every new deal to be registered. Deal registration became, and still is, a critical vendor metric in predicting future revenue. But what’s in it for the reseller partner besides an administrative headache or the pain of knowing that money was left on the table?

47. IT Solutions Providers Sales Reps: What's Your Plan, Stan? 12/1/2015

    It is that time of year when salespeople need to start developing a plan for the next year. Unfortunately, and I probably should say tragically, this is the time of year when salespeople realize they either won’t make their goal for this year and/or can’t make their goal for this year.

48. 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.

49. Mistakes To Avoid When Building Your Sales Team 11/12/2015

    How long have you kept your salesperson without closing any deals? 6 months? 9 months? A year?

50. 9 Ways The CEO Screws Up Sales 10/26/2015

    In many of the consulting engagements that I’ve had over the past 39 years, the real sales productivity obstacle is the CEO. Now, I don’t pretend for a minute to say that CEOs and/or business owners are deliberately sabotaging themselves. But, nonetheless, their actions contribute to persistent underperformance of the salesforce.