The 20 – With Tim Conkle…

In Dallas This Week Speaking at The 20 Conference… …with over 200 attendees, all looking for one thing – growth! What’s the number one factor? Not enough leads…I hear it everywhere I go….coaching calls, training classes, live events… But as Tim said this morning, there’s more to it. If you had dozens of leads this […]

The Low Cost Provider Doesn’t Work

Want to Sell More Managed Services? Being the Low Cost Provider Never Works… But don’t be the middle priced offering either. There’s absolutely no benefit… Your only option is to move upstream. Kmart, Walmart, Target…they’ve all worked hard to be the low cost provider. And how is that working out? Well, Kmart is closing dozens […]

How Will You Make Money in 2015 Selling Cloud?

IT Spending Is Shrinking – The Cloud Is Growing If you happen to be selling hardware to Amazon or Google, you’re probably in good shape. Especially if you sell storage. Cloud storage requirements are growing. IT spending isn’t. Steve Norton, contributor for the Wall Street Journal published some figures last week from Gartner and others that […]

Technology Resellers! Is Your Message Really Important? (IoT Changes Everything)

IoT Brings Danger – And The Executives Around You Don’t Understand! Do You Sell Technology? What About Security? If your company sells technology, and specifically security technology, your firm has an important job to do.  It’s frustrating when marketing efforts seem fruitless or when prospects seem to have no real needs. Or when executives refuse […]

Four Big Problems Sure to Derail Your Sale

Four Big Problems That Will Derail Your Sale Here is the problem with most technology companies… Actually there are four, …and if you’re honest you’ll recognize that your company has all four. The Sales Problem. The sale is technical – too technical. Sales calls focus on technical people, technical products, and are conducted using technical […]