Sales and marketing

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

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.

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.

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.

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.

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

Entrepreneurs & small businesses should obtain an independent, third-party valuation of their companies every two years, GEM Strategy Management, Inc. says.

Sales & marketing are data- and numbers-driven. Too often, salespeople & managers don’t understand the data, numbers & key performance indicators (KPIs).