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VARs: Adapting Sales Strategy to a Changing Market
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Show Your Customer You Care More About Them Than About Your Sale
Posted by: admin
Tags:
cold calling, creating sales pitches, Deduplication, IT Problems, IT solution providers, managed Service provider, msp, resellers, sales coaching, sales conversations, Sales Techniques, salespeople, StreetSmartVAR, The StreetSmartVAR, VARS, Virtualization
Posted date:
April 5, 2011 |
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The first ten seconds of your first call with someone will determine the rest of your relationship with your client. Those ten seconds determine whether you will ultimately succeed or fail. You may get a subsequent appointment, but if you fail to capitalize on those ten seconds then you are going to face harsh negotiation and the psychological chess games. So use those precious ten seconds to show your prospect (more...)
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VARs: Adapting Sales Strategy to a Changing Market
Posted by: admin
Tags:
Customer requirements, IT business priorities, IT priorities, Marketing Technology, Needs Analysis, Question-based selling, Ramon Vela, ROI, Selling Technology, StreetSmartVAR, The StreetSmartVAR, The StreetSmartVAR Blog
Posted date:
March 25, 2011 |
One Comment
According to a some IT analyst, budgets in 2011 will remain flat, if not a little higher than in 2010. This is something you probably already know but the real question is: given that IT leaders will spend differently, how will you respond? For instance, in our experience IT decision makers have 5 main priorities both from a business and IT perspective. They are (more...)
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