IT and Business Insights for SMB Solution Providers

Sales

Blog Entry
June 25th, 2021 | Gil Cargill
New post from Gil Cargill..check it out One of the problems with many sales teams today is the sales leader or sales manager became a manager because of his/her selling proficiency, not because of their coaching and managing ability. This situation is exacerbated by the fact that very few (if any) colleges and universities offer a four-year diploma in sales management.  In... - read more
 
Blog Entry
June 8th, 2021 | Gil Cargill
New post from Gil Cargill..check it out Sales Meetings vs. Selling Time Sales meetings are the bane of many sales representatives.  That’s because they perceive they don’t get any value out of these weekly exercises.  The next time you plan a sales meeting, I’d like you to take into consideration the value of the selling time that is required to conduct the... - read more
 
Blog Entry
May 26th, 2021 | Gil Cargill
New post from Gil Cargill..check it out Based on recent business publication reports, approximately 60% of the American workforce has indicated that they want to continue to work from home after the pandemic.  This is going to force an immense change in the way we sell.  Access to decision-makers will, I predict, become even more challenging due to the fact that they... - read more
 
Blog Entry
May 25th, 2021 | Karl Palachuk
All New Class for 2021! Optimize Your Social Media Marketing and Advertising – 5W23 Taught By: Karl W. Palachuk Five Tuesdays June 1 - June 29 - Register Now All classes start a 9:00 AM Pacific - read more
 
Blog Entry
May 17th, 2021 | Gil Cargill
New post from Gil Cargill..check it out The vast majority of American business-to-business salesforces are using a sales process that was first documented in 1893.  I have read the 1893 edition of the NCR sales training manual and, tragically, it describes the process that many (if not most) American business-to-business salesforces are utilizing. Impact on Sales I also know that this outdated... - read more
 
Blog Entry
April 28th, 2021 | Karl Palachuk
In Episode 25 of the Cheeky Sales Coach, I mentioned a Model Sales Funnel Spreadsheet you can create in Excel. Then I went ahead and made one for you. - read more
 
Blog Entry
April 20th, 2021 | Karl Palachuk
Brand New Five-Week Class: MSP Professional Sales Program  Taught By: James Kernan - read more
 
Blog Entry
April 16th, 2021 | Karl Palachuk
In case you haven't been following . . .  - read more
 
Blog Entry
April 1st, 2021 | Gil Cargill
New post from Gil Cargill..check it out I know that title might seem to be a little bit odd but, when it comes to recurrent training, pilots outperform salespeople hands down.  For whatever reason, the sales profession has the perception that getting trained once is enough for a salesperson to be proficient throughout his/her career.  Nothing could be further from the truth.... - read more
 
Article
April 1st, 2021 | Mark Kirstein
When SMBs have to address cybersecurity to close their own sales, the direct tie between cybersecurity and revenue is a pain point MSPs can solve. - read more
 

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