Value Selling

Whether you’re selling communications, physical security, AIDC, or networking products, you need to learn how to demonstrate their value to potential end-user customers. In this section, industry experts will show you how to do it.

Seeking Cloud Nirvana

by Mike Hickey May 13, 2016 Business

As I was thinking about a title – words like ‘cloud’ and ‘transforming’ bounced in my head. Then, I got hooked on ‘Nirvana’, and every time I said it, I thought Kurt Cobain, “Come As You Are”, etc. Nothing to do with the cloud, but I just wanted to get the music playing in your […]

ShoreTel Connect CLOUD Unified Communications Save Time and Money

by Jessica Duvall May 3, 2016 Business
ShoreTel

As more professionals and executives harness the power of constant connectivity by conducting business on smartphones, tablets, and laptops, ShoreTel Connect CLOUD helps businesses adapt to business in a technological age by keeping up with developments that allow instant communication. Just some of the ways ShoreTel Connect CLOUD unified communications benefit business include: Multi-device collaboration […]

If You’re Not Offering Hosted, You’re Missing The Boat!

by Andrew Runion April 28, 2016 Cloud Computing

Here are some statistics from a recent Economist Intelligence Unit study: Global Spending on Infrastructure-as-a-Service (IaaS) is expected to reach $16.5B this year. A 32.8% increase from last year. Cloud applications will account for 90% of the worldwide mobile data traffic by 2019 compared to 81% at the end of last year. The global SaaS […]

ShoreTel Connect CLOUD Provides Robust Security

by Donna Cooley March 1, 2016 Closing the Deal
ShoreTel

I am often asked, “how secure is your hosted telephony offering, ShoreTel Connect CLOUD?” Security is often top of mind for many organizations considering moving their applications and sensitive data to the cloud, and the same goes for cloud communications. The fact is ShoreTel Connect CLOUD is one of the most secure cloud communication solutions […]

&More Mitel Education

by Kim Posey February 5, 2016 ScanSource Communications
Mitel

By Vanessa Koechli Did you know ScanSource now offers Mitel Technical Trainings? Well now you do! We at ScanSource know you are busy so we have tried to make trainings as convenient and easy as possible. We have figured out that location is key as well as making sure the trainings are done by a […]

Polycom VBP Is Back! What it Means for SMEs

by LaVonda Huskey March 3, 2015 Market Segments
Polycom

One of the greatest changes to enterprise businesses in the past decade has to be the introduction of video conferencing. Allowing large companies to cut travel costs, boost productivity and improve collaboration between teams has made it possible for businesses to become even more widespread while maintaining ever-improving connections. But what about smaller companies? With […]

Opportunity Qualification: Session 6

by Scott Anschuetz May 10, 2011 Business

The biggest mistake that both junior and senior sales people continue to make is investing their time and company’s resources in prospects that are never going to buy. Typically, prospect qualification has focused on answering the question can they buy.  This usually relates to identifying who has the power to make the buying decision and […]

Building a High Performance Sales Team: Session 5

by Scott Anschuetz February 7, 2011 Business
Thumbnail image for Building a High Performance Sales Team: Session 5

Every sales manager’s dream is to build or manage a team of highly productive sales professionals. But what exactly are the critical skills and traits of a top sales executive? High personal energy and strong work ethic An understanding of client issues and needs, and how to proactively develop relationships to address those needs Ability […]

Gaining Executive Access When Selling: Session 4

by Scott Anschuetz December 15, 2010 Business
Thumbnail image for Gaining Executive Access When Selling: Session 4

Call higher, it’s what we are told over and over. Is that really a news flash for anyone reading this blog? The joke is: we don’t get ideas on how to call higher or what to do to make this a possibility. So here is my idea – try throwing away a letter and then […]

Creating Value When Selling By Solving Business Problems: Session 3

by Scott Anschuetz November 8, 2010 Business
Thumbnail image for Creating Value When Selling By Solving Business Problems: Session 3

Problems are the key to your success in moving deals along quickly in your pipeline. Yes, problems, not the ones you may first think of when I say problems in your sales opportunities. But nonetheless, problems are where we can build differentiated value. I want you for a moment to list your strongest asset or […]