Ideally, every partnership made in the channel would be of the “strategic” vein. But unfortunately, that is not always the case. Every organization has a different level of dependency on vendors due to factors like size, and internal support. Starting out, a channel partner may test out a vendor to see how the relationship develops. …
If you’re not an experienced salesperson in the server hardware industry, it can be an intimidating field to approach if your new job has a customer base that may be looking for servers or server parts. Your buyer is going to be a knowledgeable figure from a company’s IT team, and you have to be …
Continue reading “New to Server Sales? Understand Your Customer”
We know that free trials are common in the SaaS world, but what about hardware? As it turns out, major OEMs like Lenovo and Dell offer their channel partners demo programs that allow B2B customers to try out new product for a select time period before making a decision to purchase. Not all reps choose …
Continue reading “How Offering Free Product Demos Can Enhance Sales”
How do you make a sale? Do you show potential customers what you have to offer, hoping that one of the things you show them will interest them? Do you tell them the great benefits of different machines hoping that one or the other items in your portfolio will catch their fancy? Probably not. If that …
Continue reading “Reseller Sales Tips: How to Find Customer Pain Points”
The market for channel programs is shifting. An emphasis in the market today is revising strategies because changes are happening in the technology market as the needs of their customers are changing. It is incumbent for technology companies to make that change too, and shift from providing products to providing more service-based assistance. The old …
Goals. It seems that people either love them or hate them. Some of us love goals because it gives us a target to strive for. Those of us who hate goals may not like the pressure they feel when that goal becomes public information. In a report published in Entrepreneur, goals serve a valuable psychological …
It can be quite challenging to find the right strategies to convince Chief Technology Officers and IT leaders to make a hardware or software purchases. Each business and organizations has its own infrastructure and therefore its own concerns. There are many commonalities that businesses have, but there are also many differences unique to each situation. …
Continue reading “Sales Strategies: Understand the Top Concerns of IT Leaders”
Whether it happens every year, or every day, it is hard to miss the fact that it happens. A business owner or president has to go to the news and to the public and announce that their cyber-security has been breached. The information that consumers thought was safe with them—credit card numbers, private health information, …
Continue reading “How to Sell Cybersecurity to C-Level Executives”
In today’s world, if you are a salesperson who is not reaching their quota and not using social media to help process sales, then you may have just found your problem. If you are meeting your quota but not using social media, you could be losing out on some sales. If you are not meeting …
Continue reading “How to Leverage Social Selling in the IT Industry”
There are tools available that can be beneficial in increasing sales. Even businesses that don’t have a great deal to do with technology (maybe they sell low-tech items or provide non-tech-related services) can still use it to increase sales or to make themselves more efficient. Not only can technology help create more leads, but customers …
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