The Sales section drills down into topics critical to the success of your sales operations

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  1. Cloud Computing Basics

    “Cloud Computing” – a.k.a. Software as a Service (SaaS), Platform as a Service (PaaS), Infrastructure as a Service (IaaS) – and a whole new set of others – is finally starting to live up to the hype. Every IT service provider around is talking about “The Cloud”, but few really...
  2. How To Grow a New Managed Service

    You’ve worked hard to build a managed service, and you are working even harder to sell it, but you aren’t getting the traction you want. One of the biggest comments I hear from new managed services providers is that they have a difficult time selling managed services – it’s just...
  3. Finders Keepers – Why You Need Deal Registration

    “Finders Keepers, Losers Weepers” If you’ve been around a four year-old in a playground long enough, you’ve heard it Usually an adult is present to make it right – the rightful owner gets her stuff back. Unfortunately, it’s not that way in the business world. The behavior never goes away...
  4. Stop Fighting Fires

    Break Fix services, a.k.a. “Block Time”, where services are made available on a pre-paid retainer basis are relatively easy to sell, and provide much-needed cash up front. Block time is a great way for small service providers to get started. It’s just not scalable. If you provide block time support...
  5. Customers Want One Throat To Choke – Make It Yours

    Given the choice, your customer would rather work with a single vendor for all of her needs – purchasing, services, consulting – the whole lot. She wants that “One Throat To Choke” (or, if you prefer – “One Hand To Shake”). Why? There are many reasons – here are just...
  6. Cloning Is NOT Differentiation

    I’ve always believed that individual creativity combined with a proper toolset and knowledge of how to use those tools is much better than rigid adherence to a specific methodology. It may be easier for you to follow down a path that somebody has laid out for you, but it’s limiting...
  7. What Is Your Vision?

    What is your vision? Do you have one?   Too many service providers don’t have a vision – they know where they are, but they aren’t looking ahead. There is a new paradigm in managed services today, and if you aren’t looking ahead then you are going to fall behind....
  8. Are You Just Another Needle?

    You’re heard the saying “needle in a haystack”. I have one that I’ve always used that I like much better (not sure where I heard it first):   “A Needle in a Stack of Needles.”   Why do I like it? The saying “needle in a haystack” implies that there...



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