Furnishing an office with the necessary equipment to stay competitive in today’s market can require a lot of capital—especially if you plan on making a cash purchase. If ownership is your end goal, there are other means to attaining office equipment rather than paying for it upfront and tying up your capital. Instead, you could finance to own it. Or, you could finance to simply use. Read More
So often, towards the end of the year, budgets begin to dry up. Thus, making it difficult to make sales happen. But, in case you did not know, 90-day deferral can counter that excuse and help account executives and solution sales professionals get in some great year-end sales. So how does it work? Often it is just as simple as these 4 steps: Read More
Since 85% of buying decisions are made online before interacting with a salesperson—it shouldn’t come as a shock when I tell you that you need to re-evaluate your approach: it’s more important now than ever to stop selling and start helping your prospects. Read More
Whether you are a small start-up business or a large corporation, technology, such as voice, video or data, use is inevitable and a necessity to staying competitive in the marketplace. So, how are you going to pay for the equipment you need; what are your options? Read More
You have heard it said that selling is a skill and like any other, the more you work at it and practice, the better you get. Whether you are crushing quota or just getting by, sharpening your sales skills should always be a priority. Those valuable skills can take many shapes and over the years we have identified six key traits common among your most successful peers. If you are not already, try ... Read More
“Just checking in” has to be the worst subject line and reason for emailing or calling a prospect. It probably goes something like this: Read More
The Stats You Need To Know There are a lot of assumptions and often negative reputations surrounding financing in the unified communications and IT sales industry. We have uncovered some great stats you should be aware of if you are a value-added reseller, manufacturer, or other related sales professional within the UC space. Read More
by: Paul Metzheiser
How financing ever became the after-thought and doormat of the sales process I’ll never know. If Rodney Dangerfield were still alive, and saw how financing was misused in the sales process, he’d bellow his classic line of “no respect”. No Respect! I guarantee, anyone that wants to embrace the mindset that financing is a product in the sales process, will see a higher closing ratio. Why is that? Read More
1. What technology solution will meet our needs? 2. Who do we trust to install and support it? 3. How will we pay for it? Do you have an answer for all three? You better! As a VAR or MSP of technology solutions, your organization is obviously in the business of recommending a technology solution to meet a customer’s needs. And of course you will exalt the many reasons that yours is the best ... Read More
CIOs and CFOs make major decisions about the voice, video, or data technology equipment their organization needs. But before the CIO begins requesting funds for essentially an investment that will only depreciate, understanding how the organization will pay or procure the technology is a critical decision making factor. Fortunately, there are flexible financial models outside of paying cash or ... Read More
