ROI Suffers Brutal TKO Against X as a Service

May 23, 2019 2:47:00 PM by: Paul Metzheiser

Understanding ROI & Technology Solutions If you believe in using return on investment  (ROI) to justify your next technology solution I challenge you to take a closer look at the meaning behind ROI and what’s involved in a that new solution acquisition. Read More

[INFOGRAPHIC] Positioning A Monthly Payment: What It Is & Is Not

May 16, 2019 9:23:00 AM by: Jill Duran

Do you ask questions so you can discover what technology solution you should recommend to your prospect? Most technology integrators or any sales professionals have some type of discovery process, where questions are asked, pain points are discovered, and information is collected in order to help guide a sale and advise customers to make a favorable decision for their situation. Technology sales ... Read More

How to Sell More Multiyear Support Contracts & Increase RMR

Apr 25, 2019 12:08:28 PM by: Jill Duran

If your company sells a commodity like technology and you are not pursuing recurring monthly revenue (RMR) opportunities, your future may end up grim in the next 5-10 years. Every single indicator, in technology especially, is pointing towards the demand for services, subscriptions, access, usage, and achieving outcomes for customers. The company’s that rise up to meet this demand are going to ... Read More

[INFOGRAPHIC] Why Using A Pre-Qualification Tool Makes Your Solution Sales Life Easier

Apr 18, 2019 9:23:00 AM by: Jill Duran

Even if you think your customer may pay cash for their AV, security, video, voice, or any other technology solution you still should use a pre-qualification tool. If you are curious as to why, it is quite simple. The more you know, the more control you can have in the sale.  Stop Selling Blind Read More

How a Lease Costs You Less Than Cash If You Want to Own Your Technology

Apr 8, 2019 8:20:00 AM by: Scott Morgan

Although there are very sound arguments against it, some customers are very adamant about wanting to own their technology. It's what they've always known and will always want to do. Security, AV, voice, data, video, etc. even though these technologies depreciate faster than a new car and equipment advances by the day, and the market is pointing towards X as a Service, you can't convince them all. Read More

5 Tips For Selling Value Over Price [INFOGRAPHIC]

Apr 1, 2019 8:30:00 AM by: Jill Duran

We know technology sales is a competitive business, and often lowering the price seems like the obvious choice to make the sale. However, pricing may not be the roadblock issue it is so often made out to be. Read More

Imagine Feeling Confident About Your Predictable, Sustainable, Recurring Revenue

Mar 8, 2019 12:03:21 PM by: Jill Duran

Imagine this… You being confident in your predictable and sustainable revenue each month. Read More

Shield vs Ownership: What's In It For The Sales Professional? [INFOGRAPHIC]

Feb 27, 2019 11:06:00 AM by: Jill Duran

"What's in it for me?" Whether your customer chooses a cash purchase, a $1 Buyout Lease, or TAMCO Shield, it's important to know how each payment option impacts your sales efforts and what they can offer you as the sales professional. Take a look at the infographic below that clearly outlines the different benefits that come with each way to pay. Read More

How Adapting to Technology As A Service Models Helps You Adopt Recurring Revenue Opportunity

Feb 21, 2019 5:28:00 PM by: Jill Duran

Have you heard the term “recurring revenue”? It’s not new, but it is what all of the big players in the premise and hosted technology equipment industry are after. And you should be too.  After all, what business would not want stable, predictable income along with a high customer lifetime value or CLV?  Read More

RIP Total Cost of Ownership

Feb 19, 2019 9:15:00 AM by: Paul Metzheiser

TCO has been on life support the last decade, kept alive by a few manufacturers and analysts in the technology sector. But, once cloud technology became relevant and reliable, rumor has it that ROI broke the news to TCO that there is no ownership in the cloud. This caused TCO to spiral and pull its own plug. For the sake of not being too morbid, TCO believes in reincarnation and if you continue ... Read More

Subscribe to Email Updates

Recent Posts