Sales

Sales is the cornerstone of your business. We’ve created this section to help VARs, resellers, solution providers, integrators, business partners and dealers have access to everything related to increasing revenue, improving profits and making money. Here is where you’ll find free sales tips, advice and sales training, as well as selling tools and resources to help you increase your sales effectiveness.

Sales & Marketing Strategy Chapter Three: Understanding The Sales Cycle – Part 1

by Business Management Series January 13, 2012 Business

Every organization’s sales cycle will be different to some degree. This is due to the nature of the products or services that are sold. For instance, the sales cycle for reselling components (which is typically a turn-around sale) is usually dramatically different then a server sale (which typically has a longer sales cycle). It is [...]

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Sales & Marketing Strategy Chapter Two: Building a Sales Team

by Business Management Series January 6, 2012 Business

Your organization will fail without a solid sales team (even if that means that you are the sales team). Your sales team is the front line for advocating your company and establishing relationships with both your customers and your prospects. The development of a solid sales team is essential for your growth and survival. Defining [...]

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Why the “as a Service” Model Changes Everything

by Kevin Price January 4, 2012 Business

I call it an alignment of objectives. The “as a Service (aaS)” business model, in the information technology space, has been slowly taking over applications and sectors for the past decade. Now, cloud computing and the explosion of mobility are dramatically accelerating the pace of that conversion. The aaS model is much more than just [...]

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Sales & Marketing Strategy Chapter One: Business Goals and Objectives

by Business Management Series December 2, 2011 Business

Aligning your business goals, objectives and personal goals is essential to the success of your organization. It is virtually impossible to run a company without a plan, but a plan is useless without objectives and milestones. As previously stated, you should always develop your strategy with the end in mind. Setting your business goals and [...]

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Sales and Marketing: An Introduction to Sales and Marketing

by Business Management Series November 25, 2011 Business

In this step, we will discuss how to define your sales and marketing strategy for your business. We will determine how your sales infrastructure and marketing plan relate to your overall business growth strategy. Now that you have a solid foundation for your goals and have a clear definition of how you will handle the [...]

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Feed Your Mind, Fulfill Your Dreams: A Conversation with Bestselling Author Tim Sanders

by Melissa Andrews November 9, 2011 Business
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Tim Sanders is a well-known author, business expert and keynote speaker.  His zeal for life and passion for positivity are evident in his speeches and his writings.  We recently had the opportunity to speak with Tim and asked him how he continues to feed his body and soul with the positive food of life and [...]

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Is Culture a Competitive Advantage?

by Mark Olson October 17, 2011 Business

Herb Kelleher’s (retired CEO of Southwest Airlines) definition of culture is, “What the employees are doing when the boss isn’t looking.” For me, that says it all. What are your organization’s employees doing when the boss isn’t looking? Does their behavior change, or not? If you’ve read about Southwest Airlines, you’d know they have been [...]

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Video: Roy Spence – What’s Your Purpose?

by The Source September 21, 2011 Business

We were very fortunate to have Roy Spence, Author and CEO of GSD&M, speak at the 2011 ScanSource POS & Barcoding North America Partner Conference. This is the full video of his 60-minute Keynote on purpose. Watch it all of the way through, it is great. You can learn more about Roy Spence and his [...]

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Sales Nightmares: Talking Price and Reaching the C-Level

by Jim Sevier August 17, 2011 Business
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Sales Nightmare #1: Talking Price Every opportunity will at some point come down to a discussion on price.  The trick is getting that discussion to happen at just the right time.  In some cases, that discussion needs to happen immediately in order to establish deal credibility.  However, in most cases, the reason price is brought [...]

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The Value of Extraordinary Presentations

by Jim Sevier July 27, 2011 Business
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Now, you may be thinking “My job isn’t to present. I am not the presenter.” My answer is, EVERYBODY PRESENTS. It’s just that most people cannot create an experience where the outcome of their presentation PROVOKES dialogue. I am NOT talking about selling. I am talking about ENGAGING. Because when you present well, when you [...]

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