Filtered Index

The importance of making a positive first impression with your new prospects and clients is well-understood among most VARs and others in the IT sales space, but figuring out exactly how to increase your chances of achieving that goal in each and every situation can be a more difficult task than it may at first appear.

If you want to rev up your ability to create a positive first impression, incorporate a few of these simple techniques into your new-client toolkit.

Creating an effective direct mail marketing message is easier than you think. Use these simple tips and hints to craft a direct mail piece that will target and engage the discerning decision-makers whose interest can boost your firm’s bottom line.

Concerned that your pitch might be too heavily slanted toward the technophile crowd? Use these tips to make sure that your sales presentation doesn’t cross the line into ‘TMI’ territory.

From an ROI perspective, repeat business is a win-win deal. Your client gets the benefit of dealing with a trusted partner and not having to start from scratch with another VAR, while you reduce the amount of time, effort, and other resources that the tedious process of breaking the ice with new prospects can often entail.

That’s why it’s so important to start focusing on the future even before the ink is dry on your first deal with a new client. Use these tips to help transform a transaction into a lasting partnership.

Are you ready to ratchet up the emotional appeal of your sales pitch? Use these techniques to hone a technique that blends facts and figures with emotional intelligence.

Firms that are constantly beset by petty problems such as ongoing conflict, power struggles, disagreements, and drama may actually be imperiling their own existence. Although these daily annoyances may seem trivial, they can accumulate over time to create a problem that is potentially serious – and that may imperil your firm’s ability to function properly in times of crisis.

Is your organizational culture dysfunctional? Is your team toxic? Use this checklist to assess the health of your team’s working dynamic.