Best Sales

N-Able On Making The Transition To Managed Services

Derik Belair

Only about a quarter of solution providers have completed the transition to the managed services model, according to an N-Able by Solarwinds eBook out this week. 

While that number may seem low, Derik Belair, N-Able vice president of marketing and business development, says the transition is a difficult one, and solution providers may be better off, and ultimately more successful if they take the transition one step at a time rather than trying to "eat the elephant as a whole."

Here's Why Solution Providers Have To 'Optimize' Their Sales Practices

Gartner's Michael Smith

The CIOs at the Midsize Enterprise Summit aren't shy about the things they dislike about solution providers.

Their patience for cold calls is nil. They're tired of the same old fast-paced, scripted sales pitch that seems to always be long on catchphrases and weak on knowledge of the customer's actual business. I've heard this again and again here in Dallas.

Here's How You Can Bridge The CIO-CMO Divide

For years, there has been no shortage of software focused on automating SMB accounting, manufacturing and sales processes.

Now developers are rushing to bringing marketing teams into the fold with applications and services focused on everything from predicting customer sentiment to organizing outreach campaigns.

The Old-School Sales Rules You're Probably Forgetting

Some 15 years ago, I was in retail sales. I managed a department in a suburban outpost of a large, national chain.

I was good at it, but I wasn't good at it all the time. When I read an blog post by Geoffrey James this morning, I was reminded why. Like many salespeople, I too often overloaded customers with information they neither needed, nor wanted.