Best Sales

How to Increase Your Sales Productivity: Five Tips for Solution Providers

According to Salesforce, 68 percent of the average sales rep’s time is spent not selling. Think about that for a moment. If you can reduce downtime and double sales productivity, that’s the equivalent of doubling your salesforce without adding headcount

XChange: Solution Providers Must Be More Like Consultants To Keep Up With The Cloud

(NOTE: This story was originally posted to March 7.)

How should solution providers approach the coming opportunities that are emerging with the growth of cloud? By acting more like consultants, attendees at this week's XChange Solution Provider 2017 conference were told.

What Goes Into Effective Sales Enablement For MSPs?

(NOTE: This story was originally posted to March 5.)

Want to make your sales representatives more efficient and effective? Deploy a sales enablement team to help them, attendees at XChange Solution Provider 2017 were told Sunday.

An effective sales enablement team has dedicated resources, a clear sense of purpose and a commitment to educating salespeople and clients, said MSP executive Gary Elliott during a presentation to fellow solution providers.

What Tech Buyers Want Before The Sale

What do you need to do to land the sale?

It takes a combination of effective marketing, a clear message to the market, and a two-way conversation between a solution provider and a potential technology customer, according to TCI Marketing Services.

TCI, a cloud-enabled, demand-generation provider that helps B2B technology marketers, cited three key steps if – effectively executed – can convince someone to do a deal with you, each of which emphasized the importance of getting your message out into the market.

Write On! IT Pros Are Reading More Marketing Content

More Content – Please!

Many solution providers know the value of content in cajoling potential customers toward buying.

And businesses – especially their IT departments – are paying attention, according to a recent report from NetLine Corp., a content syndication and lead-generation network based in Los Gatos, Calif.

How The Channel Can Sell More Cloud Software To SMBs

Reselling SaaS To Small Businesses

Cloud-based software levels the playing field for small and midsize businesses, putting enterprise-grade tools once accessible only to the big boys in their hands. That widens a largely untapped market for cloud software vendors.

But specific challenges preclude SMBs from adopting a broader array of Software-as-a-Service, a survey has found.