Filtered by: VAR Tips and Tricks
The small business space is the single fastest growing segment of the global economy. That's a fairly broad statement that can be difficult to conceptualize and even more difficult to distill into a meaningful business strategy. In other words, although there is ample opportunity for a partner in this space, where does one begin?
Whether you’re a seasoned sales pro or a newbie, there’s nothing that can match the unparalleled high of a winning streak. And [...] while we may not always be able to control which way the winds of fortune are blowing, it is possible to tilt the scales in your favor with a few savvy tricks and techniques.
You’ve sailed through the initial sales process, worked diligently to pin down your client’s needs, and settled on what you both think will be the most suitable product and service options. Now, the time has come to talk price—and suddenly you find yourself stuck at a seemingly intractable impasse.
The standard template for business success includes growth, expansion, and global dominance…or does it? In today’s rapidly evolving IT space, some firms are carving out a new definition of success for themselves, using an alternative model that prizes flexibility and adaptability over breadth and bureaucracy.
So, you’ve just landed a major “get”—a well-qualified prospect wants to meet up with you at a trendy restaurant to lay out the parameters of a possible deal. You’ve made the reservations, picked up your best business suit from the dry cleaner’s, and sketched out a basic agenda. Now what?
According to a growing consensus of the top sales gurus, if you’re having trouble finding new projects to feed into your sales funnel, a well-timed and properly executed program of follow-up calls might be just what the doctor ordered.