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Even the best marketing efforts sometimes fall flat, and in tough economic times such as these, it can be very difficult to connect with new prospects and clients. But if you've put a lot of thought and consideration into designing your marketing campaign and you still haven't seen much in return, it may be the metrics you're using—rather than the marketing materials themselves—that are the real root of your problem.

The personalities, tendencies, and instincts of the analytical, reserved, technical types who are drawn to careers in information technology are often drastically different than those of the extroverted sales professionals who seem to be able to establish instant rapport with nearly anyone, anywhere, no matter the circumstances. [...]Don’t despair. Although it is true that certain inborn personality traits tend to dictate the way that we relate to others, you can boost your interpersonal skills by practicing them and deliberately pushing yourself out of your comfort zone.

Achieving success as a sales professional is a formidable challenge in and of itself—managing a diverse team of sales pros can often be an even more complicated endeavor. When you consider all that a typical sales manager has piled on his or her plate, it’s easy to see why success in this role often remains elusive.

What is the number one reason why customers migrate away from GroupWise? Is it cost, stability, reliability...? In our experience, it has been due to the historic lack of integration for CRMs, ERPs, enterprise portals and other line-of-business applications. That has all changed...

If this video about Microsoft Songsmith is any indication of the complete lack of focus in Redmond these days, then it's truly time to cash out of MSFT and invest in a Linux company, though it might be too late already...

With the new Vista client for ZENworks Endpoint Security Management, you can keep systems safe, data protected and users productive in the process...

Even though the typical IT sales presentation is packed to the brim with facts and figures, detailed product specs, and technical jargon, that doesn’t mean that you have to give up completely on its overall quality and level of persuasiveness. Believe it or not, it is possible to craft a sales presentation that’s complex and comprehensive in scope—and won’t put your prospective clients to sleep.

Every day, the news seems to get worse, not better. Since we woke up to the fact that we are in recession, the voices of doom have been quick hammer additional nails in the coffin. Newspaper reports of cuts in spending across all industries – horizontal and vertical – do not paint a particularly pleasant picture.

Market Development Funds (MDF) are available to gold and platinum solution providers and system integrators with an approved business and marketing plan