Best Sales News
IT channel professionals must address both influencers and decision makers in the sales cycle.
Greg Banning, Tech Data vice president of SMB Sales, pointed out a dozen foibles he's observed in the course of his long selling career for a TechSelect partner conference presentation.
Customers want an IT service provider that has spent time with them and understands their business, not one that just vows to save them cash.
Partners need to become advisors and service providers. They need to be able to predict customers' needs and prove themselves as "trusted advisors."
Wade Danielson, drove Guardian Network Solutions from nothing to $4 million in annual revenue in just four years.
By understanding the process and politics underpinning the agency, state, county, or city IT budgets, you’ll get non-technology-minded stakeholders to understand the importance of investment.
The Chicago-based firm tried something it says improved its overall end user experience and strengthened its sales team.
