We wrote and conducted this live webinar for MSPtv. It garnered lots of attention and great feedback. [Scroll down to view the video] Here are what some viewers said: "I watched your webinar today on MSPtv and really gained some useful insight and how to determine which customers to seek out.  I spent most of my life as an engineer and computer scientist and always worked on the technical side of marketing campaigns but never really understood how to apply them until I began to work as a consultant a few years back." -  Aaron W. "I found your “Door Opening Campaign” Webinar very insightful...I...


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In this 2nd part of a 3 part series, I am going to discuss a set of processes for increasing sales by 25%, 50%, and even 100%. At StreetSmartVAR, we have fined tuned and perfected these methods. As of matter of fact, we are so sure of its success that when we perform it for our clients we guarantee our work by providing a 100% money back guarantee. We’ve also packaged this set of processes into a program we call the “Fast Growth Club”. DIRECT RESPONSE STRATEGY In our first article in this series, we discussed the “Ideal Buyer” strategy (please see part 1). Basically, in the Ideal...


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Few decisions that marketers make influence customer behaviors as much as pricing. That is why it is essential that price levels be set in a way that supports and advances the broader marketing objectives of the firm. When Microsoft dropped prices on its Windows operating system by as much as 40 percent in 2009, the move was consistent with the company’s long-held goal of maintaining and growing market share. The critical question for Microsoft managers was whether the price cuts would result in higher profits over the long-term. It is easy to envision scenarios in which competitor response...


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FOR IMMEDIATE RELEASE Thursday, December 08, 2011 IT Solution Providers to Benefit From Strategic Sales Program (Los Angeles, CA) StreetSmartVAR launched its Fast Growth Club program today. The program is designed to help IT solution providers get in the door and engage with qualified, strategic and profitable prospects in their markets. The program is a six-month renewable membership designed for consultative, solution oriented IT service companies, who want to quickly rev up their sales appointments with their e accounts. “In this economy executives have limited time, so salespeople...


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Effective Marketing Campaigns that Generate Consistent and Qualified Leads As a technology entrepreneur, salesperson, or executive, you must be a good marketer no matter what. Especially if you want to generate virtualization, disaster recovery, business continuity, or backup leads. You must know how to put together marketing that works, and also know how to effectively implement marketing campaigns that generate a positive return. While this is no easy task, there are some key questions and concepts you must know and answer before you put together a powerful marketing campaign that generates...


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How do your prospects and clients see you? Do they see you as vendor who supplies them with products or basic services? Or do they see you as an expert trusted advisor who can help them solve their problems? There are lots of solution providers who have spent thousands of dollars and countless hours acquiring technology expertise. That's a great investment but in order to fully utilize this differentiator, you need to exploit it in your marketing and sales. In this video, I discuss a strategy that if done correctly, can help position you as a Trusted Advisor, ease the pain of closing a customer,...


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When discussing marketing, you hear people talk about “branding.” Usually, what pops into mind is the color of a company’s logo or some bells & whistles on their website. To me, this is not branding so I discourage clients from using this phrase until they understand what branding really means. Branding is more than little visual tricks that identify your company. It’s a way of saying who you are, what you are and what you do—it’s how you can position your company in the marketplace. If you’re spending millions of dollars on marketing and advertising, then you can worry about...


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One of the biggest mistakes VARs, MSPs, and other solution providers make is the belief that their clients only buy from them and not their competitors. The fact is, mid-size and large companies buy from several tech providers. That’s why it’s very important that you communicate regularly with your clients. If you’re not doing so, then you’re leaving the client in the hands of a smart competitor. By assuming your clients have been exposed to someone else’s products and services pitch, you know that you could lose these clients unless they are constantly reminded of the value you bring...


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Every StreetSmartVAR should see themselves as a Trusted Advisor—and position themselves that way in the eyes of their clients. Not following this strategy is one of the biggest mistakes you can make. Instead of trying to become the Trusted Advisor, too many VARs, MSPs, etc., rely on their vendor’s marketing and brand. This strategy focuses the attention and the customer awareness on the product and the vendor, not on your expertise. Think about it—if your customers keep thinking of NetApp, IBM, HP, etc., they’re less likely to think of you as an important and indispensable resource. You...


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Just because you’re marketing to businesses, doesn’t mean you have to hide your personality. Many solution providers tend to de-emphasize personality. They shy away from using their CEO, president or some other spokesperson in their organization. I’m not sure why perhaps it’s because they believe, incorrectly in my opinion, that it is not professional. However, using personality to help drive the marketing of a business can be highly profitable. In fact, some of the largest tech companies are run by people with over sized personalities and these personalities are used to market the business...


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