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What’s Your One Goal for Each Sales Person On Your Team?

We trying to help each sales team member learn, discover, improve and grow. But we inundate them with too many improvement goals. Instead, start with just one goal. Here’s why.

Salesforce for Small Business: Help Desk, CRM Tools Launch

Salesforce launches small business help desk & CRM tools called Service Desk Essentials and Sales Cloud Essentials. Coupled with free Google G Suite offer, Salesforce may nibble at Microsoft Office 365, PSA (professional services automation) & IT service management (ITSM) software markets.

GTT Acquires ACI for Managed Services, VoIP, Colocation Expertise

GTT Communications acquires Accelerated Connections (ACI) for managed networking, voice-over-IP (VoIP), and colocation services in Canadian enterprises.

Putting Yourself In Your Customers’ Shoes

As sales people, we need to put ourselves in our customers’ shoes. Organizationally, we need to understand their business, markets, industry, key strategies/drivers, key challenges, how things get done within the company, and more.

MSP Acquisition: ITVantix CEO Explains ExecuSoft Buyout

ITVantix acquires ExecuSoft to accelerate managed IT, voice & security push across Georgia, CEO Jerry Bryan tells ChannelE2E. Key partners include ConnectWise Manage, Datto, SolarWinds MSP & more.

Private Equity: Salesforce Partner Silverline Attracts Pamlico Capital Investment

Silverline, a Salesforce platinum cloud consulting partner, attracts Pamlico Capital private equity investment for financial services, healthcare push.

Office Depot Sees CompuCom Progress, BizBox Synergies for 2018

Office Depot’s CompuCom business will be flat for 2018. Still, that’s real progress. Plus, BizBox synergies with managed IT services are on the way. Details from today’s Q4 2017 earnings call.

Solving Gender Pay Gap: Half of Companies Reviewing Compensation Plans

Nearly half of all companies are reviewing their compensation policies to guarantee pay parity, according to a Challenger, Gray & Christmas survey.


The Sales Prospecting Dilemma

If you want to catch your prospects’ attention, you must go beyond even the business discussion. KLA Group’s Kendra Lee offers this sales guidance to VARs, MSPs & IT service providers.

How to Get Customers to Talk to Sales People

Perhaps the best way to get customers to talk to us is to first demonstrate our interest in them. And yet, sales people consistently choose to do the opposite…