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You’ve made your way past the gatekeepers, scheduled the meeting, completed your background research, and unleashed your most persuasive sales pitch. At the time, your potential client seemed interested and enthusiastic, but now, a few weeks down the line, you’re having a hard time touching base with them. In fact, you’re beginning to suspect that they’re giving you the run-around.

If you’re like most in the IT sales space, you’ve probably read enough about sales to write your own how-to book. But while most of the sales literature out there focuses on what you should do to increase your chances of success, there’s perhaps too little emphasis on the kind of classic blunders that are virtually guaranteed to sink even the surest of sure things.

Need to install a new NetWare 6.5 SP7 server using the overlay CD, but you are not yet ready to deploy eDirectory 8.8.x in your environment? There is a solution to your problem!

In most social situations, being a know-it-all, blabbermouth, or self-proclaimed expert are surefire strikes against you. But when it comes to the world of online broadcasting, these traits might just be your saving grace. Just think of it—for once in your life, being an insufferable windbag who tends to dominate every conversation could really come in handy!

There’s nothing wrong with paying meticulous attention to detail, but if you’re compelled to oversee the completion of every little chore you assign, you won’t be able to focus your full attention on the kind of higher-order decisions to which managers should be devoting most of their time.

Lately, there’s been a lot of talk about the myriad changes that are afoot in the IT space—and what their ultimate implications will be for firms at every point on the spectrum. With the volatility and uncertainty that has beset the global economy and the rapid evolution of the IT vertical, it’s clear that some VARs and many others in the industry may be overdue for an overhaul.