Sales & Marketing

A 7-Step Tech Sales Process?
A 7-Step Tech Sales Process?

While the business of selling goods and services has been around for thousands of years, it is important to note the history of the sales process.

  • How To Thrive In The Age Of Commoditization
    How To Thrive In The Age Of Commoditization

    What is the biggest threat facing your firm over the next few years? My firm recently asked this question in a survey of professional services firms and, as shown in Figure 1, found the eroding value of services was a consistent theme in five of the top seven threats.

  • MSP Sales: Managing Before New Business Is Acquired
    MSP Sales: Managing Before New Business Is Acquired

    Setting your new sales team member up for success requires planning, expectation setting, and mutual investment of time and effort in the months to come.

  • Why Do MSPs Fail To Land Large New MRR Clients?
    Why Do MSPs Fail To Land Large New MRR Clients?

    How many new MRR clients did you add last year that would be one of your top eight to 10 clients? How many of these targets do you have current, live sales opportunities with right now? For most MSPs, the answer is none.

  • Stats Support IT Channel Security Sales
    Stats Support IT Channel Security Sales

    Insight from security research specialists at Osterman helps IT service providers focus on lucrative managed security sales opportunities.

  • Onboarding And Training IT Channel Sales
    Onboarding And Training IT Channel Sales

    Success … you have found and successfully hired your salesperson, and they start in two weeks. Now what? It’s time to build a process of onboarding and training for the future. Simply document this process, and your next hire will go much smoother. The biggest issue is where to start.

  • 3 Paths to VoIP For MSPs
    3 Paths to VoIP For MSPs

    Voice over IP (VoIP) solutions have taken over the SMB market in recent years — and for good reason. In general, VoIP systems are cheaper and more feature packed than the basic phone systems provided by your local telco. This gives SMBs the opportunity to leverage these benefits in a way they haven’t been able to before by streamlining inbound calls to the proper people or departments, using voicemail to email to ensure messages are returned, and utilizing a custom auto attendant to give their SMB an enterprise-company feel.

  • The New IT Sales Network
    The New IT Sales Network

    "Successful partners will figure out that the intent is not to make 100 percent of $100 but 10 percent of $10,000.” Those words from Forrester Principal Analyst of Global Channels’ Jay McBain have stuck with me. He said them during an interview for a feature story in the February issue of Channel Executive magazine. Smaller pieces of bigger deals. It’s not just an upstream growth strategy; it’s the new reality of a splintered market and loosening definitions of traditional IT service provision business models.

  • 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.

  • How AIDC VAR Redline Won Produce
    How AIDC VAR Redline Won Produce

    This AIDC reseller has always been a step ahead of channel trends like developing proprietary software, building recurring revenue, and capitalizing on regulatory opportunities within a niche vertical.

  • What Tech Retailers Are Buying
    What Tech Retailers Are Buying

    A recent report from Retail Systems Research provides insight into the tech appetite of retail’s biggest disruptors — and for retail tech solutions providers, disruption is where the sales are.

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