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Tag Archives: Sales

Microsoft’s Satya Nadella talks Digital Transformation at WPC in Toronto

Microsoft’s WPC conference kicked off in Toronto with Satya Nadella’s opening message “Businesses desire to use digital technology to predict outcomes, empower their employees and transform their products”. Companies are currently building digital technologies of their own to transform in the digital era. IT represents 5 % of GDP and growing at 8%. Wherever there is operating expenses there are big ... Read More »

7 Ways To Develop Momentum And Get Things Done

One thing that I learned from bicycle racing (actually, I am not much of a bicycle racer but I do triathlons – biking needs work) is the power of momentum. In bicycle racing the way to do better and use less energy is to pedal very, very fast and powerfully to start with, give it 120% and once you are ... Read More »

People to People Relationships Matter in the Channel

Regardless of what you believe about the channel and the need for relationships between the channel and vendors, there is one thing that we can all agree on – the channel has deeper and better relationships with the vast majority of the end-users who buy IT. It does not matter how big the vendor becomes, there will always be a ... Read More »

Do You Need Traction, Growth Or Optimization?

There are mainly three things that VARs and MSPs want to achieve with their business, depending on their current position. 1. Traction: Getting some traction and start moving in the right direction…UP! 2. Growth: Growing your business and dealing with the growing pains. 3. Optimization: Strengthening the core aspects of your business and becoming a leader to bring your vision ... Read More »

Debunking Managed Services Myths

Being a MSP is not easy nor is it impossible. When you understand the facts, it becomes much easier. You just need to find a good starting point and build from there. The goal is sustainable and predictable recurring revenue. No doubt, the transition from being a VAR to becoming an MSP or VAR/MSP hybrid can be tough. Endpoint Security ... Read More »

Closing a BDR sale

Here is a tip, but use with caution and do not hold me responsible unless it actually works successfully for you :o) … When you present a BDR solution to your customers and they do not seem interested to buy, try asking them if they would mind sending or signing an acknowledgement that you have informed them of the business risk ... Read More »

What goes in to making a great IT Conference?

If you are like me, you have attended many conferences so you instinctively know what’s good and bad about an event. The one thing that we all seem to dislike is dreadful presentations that are boring sales pitches, especially when it’s about speeds and feeds. Today, there is really no excuse for poor presentations.   Here are 16 things that ... Read More »

The Reality Of Prospecting and Rejection

Talk to any group of sales people and ask why they don’t like prospecting, specifically cold calling, and rejection is at the top of the list. In actual fact, it should say fear of rejection, because all too often they don’t even get around to making the calls to be rejected, the fear of it prevents them from picking up ... Read More »