In Praise of ‘Lazy’ Salespeople
There’s more to success than just hard work or the ability to overcome adversity. David Brock admires ‘lazy’ salespeople who work smarter, not harder.
The New, Modern Sales Process for Technology Services
Today’s sales processes have to be designed very differently. David Brock explores the eight necessary elements for success.
Why Your Own Firm is to Blame for 20% of Lost Sales Deals
Data from over 2,000 sales reps shows that 20% of stalled and lost sales deals are a result of overly complex internal policies and procedures, CEB explains.
Whose Buy-in Counts When Selling Managed Services?
Within the managed IT services sales process, there are types of people whose trust you have to earn. Continuum explains how to get started.
4 Highly Effective Strategies of Leading MSPs
The majority of MSPs grow around 10 percent each year. Meanwhile, others grow 20 percent or more. So what separates those two groups of IT professionals?
What Is the Sales Process for An MSP?
An overview of the client acquisition process for an MSP, analyzing the sales & marketing funnel from the moment a lead is generated to customer onboarding.