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Pipeline

Marketing, sales and revenue models.

“The Best Way to Sell Something…”

Awareness, respect and trust are critical, but they are insufficient to drive customers to change or to buy.

Customer People

Selling Would Be So Easy If It Weren’t For Those Damn Customers!

I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned. That’s a dangerous reality.

Cold Calling Is Not Dead

Don’t bother with calling. Nobody picks up their phone anyway. Or do they? In an era when pundits think Cold Calling is Dead, Kendra Lee explains otherwise.

You’re Making Your Sales Quota (But Are You Doing Your Job?)

Sales people execute the company strategy in the face of the customer. Are you (or your people) doing this? David Brock explains.

Why Your New Business Development Approach Is Failing

You’re so busy looking for the opportunities to close in the next 90 days, you’re not doing anything with those who told you to stay in touch longer-term.

Cloud Billing Management Market Forecast: Fast Growth

Demand for cloud billing management and monitoring software continues to rise among MSPs, CSPs and their customers. Here are some key options to know.

Buyers Aren’t Killing Sales; Sales People Are Killing Sales!

We know and encourage buyers to self educate on the web. Yet sales people constantly focus on pitching their products. Here’s how to change direction.

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.