Prospecting & Qualifying

You have the right technology, solution or service offer – but do you have the right customer? Browse this section to learn new strategies for better identifying potential buyers for your products or services.

Channel Partners 2016

by Monica Fish April 18, 2016 Cloud Computing
Polycom

Wow, what a fantastic show! Las Vegas never seems to get old when you are around massive amounts of IT people! Having the opportunity to engage with others in our industry from all over the US makes a statement in itself. One of the main focuses we can’t help but be mesmerized with – the […]

Don’t miss out on the 3D revolution – ScanSource can help.

by Lily Whitaker September 18, 2015 3D

You dream it – we’ll 3D print it! The 3D printing and scanning industry is exploding – and isn’t showing any signs of slowing down. In fact, Gartner projects the 3D printing market globally will grow from $1.6B in 2015 to $13.4B in 2018. Which means one thing – now is the perfect time to […]

Get Ready To Merge Your Marketing

by Amy Fitch August 19, 2015 Business

If you’ve ever tried telemarketing, you might have found that it started some great conversations. I’m sure that you’ve sent out some emails that may have gotten a few opens and click-throughs. But have you really thought about the importance of putting the two together? How can you further use the email and telemarketing efforts […]

InfoComm 2015 Recap!

by Hunter Edmisten June 24, 2015 Business

In a blur of motion, lights, sounds, and badge scanners…we emerged to find our booth each morning.   This was the norm of InfoComm 2015.  From a tech perspective, I was a kid in a candy store while walking from one end of the Conference Center to the opposite end each day to find the latest […]

AudioCodes Ordering Wizard

by Alan Percy March 6, 2015 Business

Beating the BOM – Introducing the AudioCodes Ordering Wizard By Alan D. Percy, Senior Director or Marketing, AudioCodes Crafting a Bill of Materials (BOM) is one of the great challenges of selling technology. Making sure a customer proposal includes the proper base product, accessories, service plans and support can avoid an uncomfortable “oops” or time-wasting […]

Choose Your Future Customers – Build a Quality Target List: Session 7

by Mark Frasco April 26, 2011 Business
Thumbnail image for Choose Your Future Customers – Build a Quality Target List: Session 7

It’s that time… time to select your future customers. Tradeshows, search engine optimization, word-of-mouth; all are useful, but all are indirect. You make the investment; you’re in all the right places – then you wait, hoping the next big customer finds you. Lacking a strategic, direct approach to growing your business, you are destined to […]

Your Brand is Not Your Logo: Session 6

by Mark Frasco February 22, 2011 Business
Thumbnail image for Your Brand is Not Your Logo: Session 6

One of the biggest misconceptions in business today is that your brand is your logo. Your logo can help you communicate or advance your brand, but it is not your brand. Your brand manifests itself in the buyer’s mind through a series of impressions that are created by interacting with your organization – people, processes, […]

Identify Your Value Proposition: Session 5

by Mark Frasco January 4, 2011 Business
Thumbnail image for Identify Your Value Proposition: Session 5

If you were to talk to your customers about what THEY value about YOUR organization, what would they say? Even further, if you were to ask them what the tangible difference is or the implication to their business was as a result of your delivering that value, what would they say? The answers to these […]

How to Move Ideas Into Action: Session 4

by Mark Frasco December 8, 2010 Business
Thumbnail image for How to Move Ideas Into Action: Session 4

Market strategy, moving ideas to action… the process of strategic planning and action is often times a daunting task. So much so that leaders get tired or frustrated and lose focus or the energy to complete the effort, causing a lack of confidence in our business growth efforts. There are times when organizations need a […]

The Sales Continuum: Session 3

by Mark Frasco November 1, 2010 Business
Thumbnail image for The Sales Continuum: Session 3

The idea of division of labor in business is well documented. On the supply-side of our businesses, we have warehouse managers and shipping clerks, we have CFO’s and bookkeepers. Each has specific roles and learns to specialize on specific tasks in order to improve efficiencies. Processes are well defined, job descriptions are tightly written and […]