Sales & Marketing

Data Analytics Puts Tek Leaders In Overdrive
Data Analytics Puts Tek Leaders In Overdrive

Responding To The Market’s Data Demands And Shrugging Off Traditional Channel Constraints Grew Devender Reddy Aerrabolu’s It Services Firm From Zero To $25 Million In Five Years.

  • The Good, The Bad, And The Money: How To Sell Business Outcomes
    The Good, The Bad, And The Money: How To Sell Business Outcomes

    Let’s keep it simple: There is a result someone desires (the good), there is a current condition that is frustrating (the bad), and there are financial implications of each (the money).

  • Make Room For The Marketplace
    Make Room For The Marketplace

    The way you procure the technologies that comprise client solutions is shifting very quickly. Rules of engagement are changing, boundaries fading, and familiarity waning. The change is at once uncomfortable and an uncommon opportunity for growth.

  • Where’s The Money In Mobility?
    Where’s The Money In Mobility?

    Healthcare, government and municipalities, first response, and retail are among several markets that are hot opportunities for the IT services industry. They all share a heavy and increasing dependence on mobile technology. When the technology driving that mobility fails, they pay dearly. Patients, customers, and communities suffer. Sales are lost, topline revenue drops corollary to tanking customer satisfaction, and profit plunges accordingly.

  • Data-Driven Marketing: A Struggle For IT Services
    Data-Driven Marketing: A Struggle For IT Services

    Recent research from the CMO Council sheds light on the barriers to data-driven marketing and the tools marketers are using to overcome them.

  • The Sales Qualification Process
    The Sales Qualification Process

    Whatever sales industry you work in, the first step is always going to be the same: to qualify your sales leads to determine how good of a fit they are (or not). It can be frustrating trying to chase after every deal. It’s ultimately a huge waste of time. It’s best if you can qualify the prospect up front and determine if it’s worth the investment of time and resources to take them through your sales process. When you do this, you won’t waste countless sales cycles chasing bad deals.

  • The 3 Greatest Digital Marketing Challenges For Tech Resellers In 2019
    The 3 Greatest Digital Marketing Challenges For Tech Resellers In 2019

    The Channel Institute polled more than 200 channel marketing leaders worldwide to learn the difference between success and failure for technology resellers in 2019.

  • Marketing Automation For IT Service Providers
    Marketing Automation For IT Service Providers

    BJ Havlik’s career has given him a senior management perspective on virtually every facet of the IT services industry. From client side to services side, from Fortune 500 to SMB, he’s just about seen it all. Here, he shares lessons learned as a client-side IT buyer with multimillion dollar budgets and how those lessons have shaped his persuasions as president and CEO at Green Bay, WI-area MSP, ITSM, and security provider SRC Technologies.

  • Build Your Presence With Vendors
    Build Your Presence With Vendors

    Channel sales strategist and coach Dede Haas is founder of DLH Services, which helps technology vendors and partners create innovative, successful channel sales solutions and programs. This month, Haas discusses the rationale used when choosing vendor partners with two members of The ASCII Group, a 1,300-member organization of North American VARs, solutions providers, and MSPs offering services to help its members grow their businesses.

  • 12 Steps To The Perfect MSP Prospecting Event
    12 Steps To The Perfect MSP Prospecting Event

    Managed Sales Pros has built a fast-growing business on telephone prospecting and the planning and execution of prospecting events for channel companies. Here, prospecting guru Carrie Simpson shares 12 tips to getting the most value out of your next prospecting event.

  • Leveraging Customer Success in Managed Services
    Leveraging Customer Success in Managed Services

    In managed services, one of the top business challenges facing our members is sales. In fact, this is easily the service business challenge (SBC) that we spend the most time on when conducting on-site workshops with TSIA managed services members. And when we do, most of the focus of the managed service provider is on the “land” motion within the TSIA LAER (Land, Adopt, Expand, Renew) framework.

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