7/29/2010
ChannelBIZ: Ingram Micro's Jason Beal, North American Director, Service Sales, discusses the 'Cloud Conduit'
Channel>Service Providers To Channel Industry
Don't let the ease of buying a cloud solution negate the efforts needed to integrate a cloud solution & which is the real value that a VAR brings to the table.
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7/29/2010
Gartner says context-aware computing on the rise
Channel>IT Biz
As Web search, mobile advertising and social platforms become increasingly interwoven, businesses will have new opportunities to provide not just content and applications, but context-aware user experiences to end users
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7/28/2010
ChannelBIZ: Leave Nothing to Chance, Part 1:How asking for the facts rather than relying on fiction will lead to more sales
Channel>IT Biz
To be successful in sales, it's vital that you are able to respond quickly and thoroughly to the needs, and often the objections, of your customers, and it can be tempting to approach that task by working from a gut feeling of what you feel to be true as opposed to what you know to be true. It's one of the most common mistakes that a sales person can make.
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7/29/2010
Underpromising
Posted by William Vanderbilt Innovative Learning Channels 9:00:24 AM EDT
Most business people that I know prefer to underpromise and overdeliver. I think we have all met the people that take the opposite tact and we have learned to not trust their promises because they make tall claims that never materialize. When we exceed expectations of our customers, superiors and colleagues, those around us learn to count on us to get the job done and get the job done with excellence.
Of course there is a limit to underpromising. The person that consistently underpromises and substantially exceeds each deliverable can earn the reputation of "sandbagger". When that happens, people come to expect more than is said and that can also have damaging implications.
So, what is a conservative business person to do? In my experience, business people generally feel good when they consistenly beat expectations by a little am...
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4/1/2009
Webinar: Does your sales pipeline need a boost?
Posted by JP Gionet
Manager Information Technology Integrated mar.com
Event Date: 4/16/2009
We help you generate more sales leads from past customers, referrals and prospects using our proven 7-step system.
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4/1/2009
Webinar: Maximize Distribution Partnerships & Cost Effectiveness in the New Reality
Posted by JP Gionet
Manager Information Technology Integrated mar.com
Event Date: 4/21/2009
The new market reality calls for new ways of thinking about and engaging IT distributors.
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4/1/2009
Webinar: Social Media & Marketing Support
Posted by JP Gionet
Manager Information Technology Integrated mar.com
Event Date: 5/20/2009
Online communities, blogs, forums, and other social media tools are sweeping the channel. As always, resellers must adapt to these changes if they are to survive.
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