With increased demand for services, solution providers find value in having engineers join with those who close the deals.
|According to Piper Jaffray's annual study, here are the top eight IT investment areas for this year.|
|Which new products from CES 2017 have potential to do well in the channel? Here are our 10 picks.|
A new partnership between Tech Data and mobility solution provider DataXoom will provide a revenue boost for Tech Data partners.
|As managed service providers gain more business, here are some guidelines to follow for service delivery.|
|Got growth in mind? Here are a few perspectives from Intermedia's Eric Martorano on how to ramp up the sales team.|
“I don’t like using sales scripts because they don’t encourage genuine organic conversations with prospects. Do you agree?”
I disagree with this statement and here’s why…
Top sales scripts that work follow a formula that creates a conversation between the two parties.
For sales reps, accomplishing more in less time is key to success. It may sound like an obvious answer, but way too many sales reps today spend more time digging for the right information rather than pitching it to their customers.
For December, I’m reading the classic tale: “A Christmas Carol,” by Charles Dickens. Oddly, I can’t remember ever reading it, though I’ve seen countless versions made for TV and movies. It’s fantastic, just like most books are that have been made into movies.
5 Steps to Winning a Sales Meeting in the First 13 Minutes
Sales staff face many challenges en route to closing a deal, but one of the most difficult can be handling those tricky price negotiations. In many cases, a buyer will look to try and squeeze a discount out of a sales rep, forcing a negotiation to take place.
“I’M GETTING A LOT OF PROSPECTS TELLING ME TO CALL THEM BACK AFTER THE HOLIDAYS. AM I GOING TO HAVE A GREAT FIRST QUARTER OR IS THIS A STALL TACTIC? AND IF IT’S A STALL, HOW SHOULD I HANDLE IT?”
|Solution providers looking to drive more revenue should focus on how they communicate with prospects, and how often they feed their sales reps – literally.|
A survey forecasts a jump in IT spending next year, and potentially higher demand for outside services.
|Here's a rundown of solutions from the recent NexGen Cloud Conference that can help channel partners' customers take advantage of the cloud.|
|A report by The Business Research Company says the services market will top $1 trillion in 2018.|
As more channel partners shift to service provider models, they must also shift their sales strategies.
|Solution providers need to have these essential skills before jumping into the Internet of Things, according to a panel of vendor executives.|