Best Sales

Keeping The Sales Force Trained And Informed

Submitted by on

No business can grow and thrive without people to push the benefits of its products or services to potential customers.

Yet the information technology industry makes the art of sales more challenging with seemingly never-ending change, especially for solution providers and the increased emphasis on generating recurring revenue.

Solution providers also have an advantage of being able to sell the offerings of several vendors.

Solution Provider CEO: The IoT 'Gold' Lies In Services

Submitted by on

(Note: This story was first posted to CRN.com Aug. 25.)

As intrerest among solution providers in the Internet of Things grows, where are they seeing the biggest opportunity to drive revenue?

The real gold mine in IoT lies in the services on the back end, said Luis Alvarez, president and CEO of Alvarez Technology Group, a Salinas, Calif.-based IoT solution provider.

How Small Changes In Sales, Marketing Can Help Drive Growth

Submitted by on

(Note: This story was originally posted to CRN.com Aug. 24.)

Satisfying the customer is one thing. Delighting the customer is even better, attendees at this week's XChange 2016 conference were told.

Small changes in sales and marketing can go a long way when it comes to growing a solution provider’s business, Jonathan Fisher, chairman and founding partner of BrandExtract, said Wednesday at the conference, hosted by IT Best Of Breed's parent, The Channel Company, in San Antonio.

A Loyal Partnership Vs. A Satisfying Partnership, And Why It Matters

Submitted by on

(Note: This article and video were posted to CRN.com Aug. 21.)

Is a satisfisfied customer loyal? For that matter, is a loyal customer satisfied?

Speaking Sunday at the XChange 2016 conference, behavioral scientist and consultant James Kane explained the difference between a loyal customer and partner, and a satisfied one – and showed why anyone operating in the channel should care.

Kane has assisted organizations including Apple and Major League Baseball, as well as small, regional companies.

5 Ways Solution Providers Can Rake In Sales In Education

Submitted by on

The Education Market Outlook

The education industry offers an array of high-level trends for resellers, according to NPD Group industry analyst Michael Diamond.

Diamond, who addressed a roomful of channel partners Monday at XChange 2016, discussed education technology trends at the event, hosted by CRN parent The Channel Company.

Pages