Beginning with the end in mind, your endeavor is to manage the process (How?) of making appeals (What?) that compel (Why?) your customer (Who?) to buy from you. This column outlines your work at each step,
Millennials work like business owner/entrepreneurs. They're goal, not time, oriented. They work toward said goals feverishly, but in their own framework. If we treat them as we'd be treated, we just might be treated to some incredible results.
Leading a conversation with security is a death sentence to a sale, as the average business owner does not have the time nor the technical understanding to realize its significance. Instead, resellers should keep their security knowledge in store to help express urgency at the end of a sale.
As you work to learn and become knowledgeable about emerging technologies, new integrators are entering the space and competing for your customers. To this point, it’s critical for VARs to continually add complimentary products and services to their offering.