Lead Generation

Win a Free Lead Generation Campaign from ScanSource Catalyst!

by Madison Skinner June 17, 2013 ScanSource Catalyst
Avaya AvayaRadvision

Looking for a way to get new leads and learn about the latest offerings from Avaya all in one?  ScanSource Catalyst is offering partners the opportunity to win one of three lead generation campaigns valued at $2000 by attending a series of web seminars on driving sales with Avaya!  During the month of July, Catalyst […]

The A Team

by Mike Hickey December 7, 2012 Business

I was fortunate to have a chance to go to the 2012 Bronko Nagurski Awards ceremony hosted by the Charlotte Touchdown Club the other night. It was a great evening, especially for me, being a Notre Dame graduate, as Manti Te’o, Notre Dame’s senior linebacker, won the award as college football’s best defensive player and […]

“Thinking in words slows you down…”

by Mike Hickey November 7, 2012 Marketing

“Thinking in words slows you down and actually decreases comprehension in much the same way as walking a tightrope too slowly makes one lose one’s balance.” – Lenore Fleischer In order to open doors with your prospects, appeal to their senses. On-demand presentations allow your company’s personality to shine through. The video aspect of a […]

Sales & Marketing Strategy Chapter Nine: Profit Corp Case Study: Implementing Sales Strategy

by Business Management Series March 9, 2012 Business

John Smith realized that the three people he has in his organization would have to wear many organizational hats. He sat down and wrote his business goals and objectives and developed a strategy for sales growth which included the infrastructure needed to support sales. His overall milestone is to secure 25% of the Miami-Dade Metro […]

Sales & Marketing Strategy Chapter Eight: Developing a Strategic Marketing Plan – Part 2

by Business Management Series March 2, 2012 Business

Step 4: Develop a marketing mix and choose your vehicles Your marketing mix is a strategic lineup of marketing vehicles designed to drive your customers to action and to achieve company objectives. Dr. Ralph F. Wilson, an e-commerce consultant said, “A business can’t rely on just one marketing approach, but must develop a whole spectrum […]

Sales & Marketing Strategy Chapter Eight: Developing a Strategic Marketing Plan – Part 1

by Business Management Series February 24, 2012 Business

Step 1: Market Research Regardless of how much you plan on investing in your marketing strategy, you should always build a pool of intelligence and useful data that will aid you in developing your strategy. This is called market research. You can implement market research in a number of ways, but there two general overviews […]

Sales & Marketing Strategy Chapter Three: Understanding The Sales Cycle – Part 3

by Business Management Series January 27, 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 […]

Sales & Marketing Strategy Chapter Three: Understanding The Sales Cycle – Part 2

by Business Management Series January 20, 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 […]

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 […]

Market Opportunity Chapter Three: Customers and Verticals

by Business Management Series July 29, 2011 Business
Thumbnail image for Market Opportunity Chapter Three: Customers and Verticals

We have closely looked at market opportunity, how to spot new market opportunities and criteria for evaluating market opportunities. In this chapter, we take a closer look at defining your customers and the vertical markets they occupy. When examining market opportunity, it is important to clearly define your customers and their attributes, such as: •    […]