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Marketing, sales and revenue models.

The Problems With Efficiency and Sales Automation Tools

Within technology sales & IT services, we need to acknowledge we are not a lean mean selling machine. Instead, we are people dealing with people.

How to Negotiate Concessions to Close Better Deals

Concessions are almost always necessary to complete a successful sale. Here’s how to work an example IT services deal, according to Gary Miller.

How to Know If You’re Selling High Enough in the Organization

If you sell too low in the organization then your strategic recommendations will fall on deaf ears. Instead head this way, KLA Group’s Kendra Lee says.

Avaya Confirms New CEO, Pension Plan Strategy for Bankruptcy Court Hearing

Avaya disclosed a CEO transition to Jim Chirico, pension plan strategies, next steps in a bankruptcy reorganization plan, & preliminary Q3 results today.

The Greatest Disservice We Can Do To Our Customers

CEB data shows over 60% of pipeline deals end in no decision made. The terrible tragedy of all this is the customer hasn’t solved their problem.

Buyers and Sellers: The Art of Compromising With Concessions

For any negotiation to work successfully, both parties must feel they are getting a good deal. This brings us to the art of compromising with concessions.

Measuring, Benchmarking Your Company’s Cloud Services Business Performance

The 2112 Group Cloud Altimeter, backed by Microsoft & Ingram Micro, helps IT service providers measure their cloud services performance vs. market metrics.

More Evidence Recurring Revenue Drives MSP, VAR Profits

Managed services drive growth & profitability in the channel more than other products & services, a 2112 Group report for Intronis MSP Solutions says.

Dispatches From Mexico City: Building Brand Loyalty

The importance of trust is immeasurable for MSPs because you deal with clients’ data. It’s about personal trust — and brand trust. Ty Trumbull explains.

When Your Prospects’ Silence is Deafening

How to optimize your sales prospecting and marketing messages to engage potential customers — instead of chasing them away. Kendra Lee explains.