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
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
Say you work in automotive sales. A prospective buyer walks onto your showroom floor, and starts hovering over a flashy new model with a six-figure sticker price. What's going through your head? Your commission? Your quota? Your boss breathing down your neck? Read More
Almost every company, government agency, or commercial enterprise makes use of a variety of technology solutions. Until recently, many of those solutions have been "premised based" meaning the phone system PBX, the network routers and switches, the LAN/WAN servers, and other technology equipment has all been located within an organization’s offices. Read More
As hosted PBX and cloud solutions continue to mature and gain adoption with commercial customers, many VARs still present an unnecessary challenge to customers evaluating this type of solution. That challenge is the requirement for an upfront payment for the handsets, router, and other necessary endpoint components. Read More
Understanding what technology to buy is only half the battle in a decision process. Addressing the options on “How to Buy” can dictate your control and flexibility in the years to come. Knowing your options and understanding the best fit for your business will make a significant difference in the buying process. Read More
