Best Sales

How To Land The Sale By Saying The Right Things

What does it take to win at sales?

For most buyers, it's about making personal connections with a sales representative who can connect what the buyer needs with what the vendor is selling.

According to global sales consultancy and training firm RAIN Group, 62 percent of buyers believe companies that win at selling made personal connections with them.

MSPs Cashing In On Helping Clients Manage The Cloud

As businesses march to the cloud, solution providers are finding opportunities to help their customers manage the increasing complexity cloud brings to their infrastructures.

Those opportunities are especially presenting themselves in the SMB market, where businesses need that outside expertise, according to a recent report by the industry group CompTIA.

Hiring The Wrong Person In Sales Can Cost You Thousands

Jim Sherriff (pictured) is the CEO of Tech Qualled, based in Fort Worth, Texas, an organization committed to vetting and training military veterans for careers in sales. He previously served in sales roles for Cisco, including senior vice president for its partner organization in the Americas. He also served as global vice president of Hewlett-Packard Consulting.

When The Tech Guys Help Land The Sale

Sales and engineering professionals have historically been viewed as people of two distinct disciplines whose work generally didn't cross over the imaginary line separating them.

Think about it: Would the maitre d at a 5-star restaurant double as the head chef?

The sales reps initiated and closed the deals, while the engineers designed stuff and helped deliver the end product.