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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.

There are dozens, if not hundreds of novel ways that you can begin to forge new connections and lay the foundation for potentially beneficial business partnerships. Sometimes, sticking to the traditional way of doing things can leave you with less-than-satisfactory results. If you’ve grown dissatisfied with the level of success you’ve been able to reap using standard networking techniques, it may be time to consider a new approach.

While the opportunities that industry events offer can be priceless, the costs of attendance can quickly add up, particularly if your team is presenting or hosting a booth. In these tough economic times, many smaller IT firms are taking a long, hard look at their trade show budgets and wondering if attendance is really worth the hefty price tag.

Although the top sales gurus still recognize that some people are just more naturally inclined towards sales than others are, the prevailing belief today is that sales success is much more the result of skill than of chance. In other words, with enough diligence and effort, you can learn to be a more effective sales professional just as readily as you could teach yourself to speak a foreign language or master a new software program.

Many of us are accustomed to making resolutions for self-improvement at this time of year, but the transition to a new year is also a great time for mapping out and implementing business changes. With January 1, 2009 looming dead ahead, now’s a great time to set aside a few hours—or even a few days—for taking stock of your team and making plans for the weeks and months ahead.

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.