Best Sales

How To Win In 'Green' IT

Dimension Data's Colin Curtis

One oft-cited selling point just two years ago was green IT, a trend largely stoked by the rise of various energy-efficiency certifications like Energy Star and the government's interest in materials rating systems including the EPEAT registry.

These days, it's difficult to find a solution provider willing to talk about its green focus. But if you look deeper, you'll discover there's money to be made and good will to be earned by embedding these concerns more deeply into customer conversations.

XChange 2014: Customer Experience Is The 'Ultimate Opportunity' For Solution Providers

When Staples, Office Max and Office Depot approached the market with nearly identical product offerings, logos and low customer loyalty around eight years ago, they recognized that they needed a change to stand out, Joseph Michelli, consultant at The Michelli Experience and best-selling author, said.

3 Simple Ways To Discourage Sales Discounting

Even though technology product vendors use special pricing at month's end or quarter's end far less frequently than in the past, the practice of using discounts to seal deals or convince customers to switch products is still relatively common. How do you keep your team from succumbing to the pressure? Here are three practices used by CRN Tech Elite solution provider Sovereign Systems.