Sales

51. 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.

52. 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.

53. 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. 

54. 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.

55. RSPA Host Sales Training Course By KLA's Kendra Lee 9/16/2015

    RSPA is hosting a sales training course for its members with Kendra Lee of the KLA Group. The course was created in response to the huge demand following Lee’s two sales training breakout sessions at RetailNOW 2015 last month.

56. IT Solutions Providers: Remember It Takes An Orchestra To Sell 9/15/2015

    As a salesperson have you ever considered what role that would be in another industry? I have always envisioned myself as the conductor of an elite orchestra. The conductor’s responsibility is to know the music, to know how each part of the score is supposed to compliment the other parts and instruments, to know the exact moment when they should play and how much energy they should have. It is also the conductor’s job to NOT play any of the instruments. He or she has a job, and the orchestra would fail if the conductor were to try to do too much.

57. 7 Reasons You Should Charge Your IT Customers More 9/3/2015

    The landscape for managed services providers (MSPs) has changed significantly over the last 10 years.  A decade ago most IT companies were providing break-fix service and then hoping for the occasional project work.  Early adopters to the MSP model sold proactive service and the uptime promise to their clients meant they could charge more because they sold on the value of the increased productivity that is a result of well-maintained IT infrastructure.

58. MSP Sales Teams Are Not Just From IT Backgrounds Anymore 8/20/2015

    I read an interesting interview by Jill Konrath of Brent Adamson, coauthor of “The Challenger Sale.” In the interview, Mr. Adamson talks about some of the research they have done around the point in the sale when the purchaser engages with the supplier.