Trying to focus your IT channel selling strategy on the entire SMB (small to midsize business) ecosystem is like trying to boil the ocean. How do you segment your efforts so your entire team (sales and technical) doesn’t lose its mind by prospecting and serving “everyone”? Let’s explore how to prevent your IT channel selling strategy from… [Continue Reading]
IT Channel Selling to SMBs
Compel Decision Makers to invite YOU
Your selling goal is for Buyers and decision makers to invite you to their business tables. Your invitation is earned. Your invitation is achieved by becoming a go-to resource for those decision makers. Have I just described your selling strategy? I didn’t think so either. Your selling goal is for Buyers and decision makers to… [Continue Reading]
Marginalizing Your Internal Sales Team?
There are individuals within your company you have overlooked. They are your hidden, internal sales team. That’s not their job title, though. They have different job titles: receptionist, assembler, operations, you get the picture. Don’t worry. The last thing these individuals want to do is SELL. That’s a loaded word for them, and it isn’t… [Continue Reading]
Your Selling Strategy vs Negative Employer Image
Selling is a tough enough process. Selling your products, services or platforms become more difficult when your company brand and image is tarnished. Have you ever encountered this situation? That’s why developing a selling strategy for yourself is just as important as understanding your employer’s selling strategy. Your selling strategy can be affected by situations in… [Continue Reading]
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