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Pipeline

Marketing, sales and revenue models.

How to Deal with Non-paying Customers: 6-Step Contingency Plan

MSP & cloud services typically are billed monthly. Instead of ending services amid overdue payments, Intronis MSP Solutions by Barracuda offers this advice.

Are You Leaving Referral Money on the Table?

Customer referrals are one of your best sources of sales leads. Here’s how to build a process that pinpoints how and when to ask for a customer referral.

Profit Margin Erosion and Online Fulfillment: How OMS, RFID & More Can Help

Customers in the digital age expect fulfillment & delivery options that fit around their busy schedules. Here’s how to respond without killing your margins.

Sales Hunters vs. Farmers: Is That Relevant Anymore?

When it comes to sales strategies, the old hunters vs. farmers debate has ended. David Brock explains why.

WorkRails: Faster Time to Revenue for SaaS Companies, Professional Services Firms

CEO Jeff Leventhal’s “shopping cart for services” seeks to accelerate, simplify professional services delivery for SaaS deployments. Here’s how.

The Number One Reason Lead Generation Doesn’t Work

Your sales team has no new appointments & no clear prospects. So what’s wrong with your marketing & lead generation? Kendra Lee explains.

How To Launch Customer Obsession

Your business can master customer obsession more easily if you understand where you are starting from. Forrester Research’s Shar VanBoskirk explains.

Is Channel Sales Training Now A Four-Letter Word?

Channel sales training is a lost art. Channel Maven Consulting’s Heather K. Margolis shares five tips to get your sales training back on track.

Zoho, ManageEngine: A.I., Business and IT Service Management for MSPs?

Zoho intros Zia, an artificial intelligence (AI) assistant to speed sales. The bigger story: Keep an eye on Zoho & ManageEnginge as a complete MSP platform.

Are Your Sales Metrics, KPIs Aligned With Your Business Strategy?

Amid the shift to cloud & managed services, revenue remains a key metric for sales compensation plans. But don’t forget “revenue mix.” David Brock explains.