February 2015

Incenting the Reseller of the Future

At a recent conference, I noticed an industry shift that is about to become a movement: Some Value-Added Resellers (VARs) are choosing to become a new breed of “consultants.” These born-in-the-cloud progenies have shifted allegiance from the vendor with the highest sales incentive program to the end-user client who is willing to pay for their unbiased expertise.

Sales and Marketing Export Compliance Risks

While it is commonly understood that physically sending an item out of the country is an export transaction, under U.S. export controls laws the actual scope of what constitutes an “export” is much broader. The effects of this broad concept of exporting upon businesses – including their sales and marketing activities – are significant.

Unleash Your Secret Weapon

Zig Ziglar said that every sale has five basic obstacles: no need, no money, no hurry, no desire, and no trust. I’d propose a sixth: no insight.

The Paradox of Success

Most likely, what your boss, peers and team members expect you to do is exactly the opposite of what you need to do to be truly successful in your role. And, even more harmful, if it’s what others expect from you, it’s likely what you expect from yourself.

The New Art of the Deal

There’s a reason why 30 percent of American companies are spending upward of $10 million on apps and mobile web this year, according to the Adobe Mobile Marketing Survey.

A Forward-Thinking Customer Conversation Can Focus on the Past

Every so often, in our attempt to align and find common ground with an individual, we unknowingly take over the conversation. Think of the last time you were in a discussion about a vacation destination. As the other person told you about his trip to a place that you also had visited, did you become eager to share your story too? It is okay in a social setting, but not in the world of sales.

Eliminating Sales Team Time Wasters

Sales teams are the lifeblood of every organization as they are tasked with acquiring market share and growing revenues and profits. Ensuring that sales teams are equipped with the right sales content and tools, at the right time and location, is critical in order to realize the highest yield out of a sales opportunity pipeline in the shortest period of time.

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