WIN: Listening

There's a secret ingredient many solution providers miss when they pitch their clients: listening.

"It's so simple...but the most important thing that a partner can do is listen," said Kent Crossland, director of information systems at golf equipment maker PING Inc.

If a partner truly listens to its customers, Crossland said it will be better able to understand the business and tailor its sales and technology implementations to add value to their businesses.