ARTICLES BY DENNIS O’CONNELL

• Sales Courtesy

  2/22/2016

  Here is a scenario that I experience all the time in my sales efforts and I want to see how many of you have the same experience. I call a prospect and one of three things happen.

• IT Solutions Providers: Remember It Takes An Orchestra To Sell

  9/15/2015

  As a salesperson have you ever considered what role that would be in another industry? I have always envisioned myself as the conductor of an elite orchestra. The conductor’s responsibility is to know the music, to know how each part of the score is supposed to compliment the other parts and instruments, to know the exact moment when they should play and how much energy they should have. It is also the conductor’s job to NOT play any of the instruments. He or she has a job, and the orchestra would fail if the conductor were to try to do too much.

• What SMBs Are Looking For From Their IT Solutions Providers

  8/20/2015

  I do coaching for one of our member’s sales executives. Their owner asked for some feedback on a blog we were reviewing. One of the sales executives replied with the following...

• MSP Sales Teams Are Not Just From IT Backgrounds Anymore

  8/20/2015

  I read an interesting interview by Jill Konrath of Brent Adamson, coauthor of “The Challenger Sale.” In the interview, Mr. Adamson talks about some of the research they have done around the point in the sale when the purchaser engages with the supplier.

• How To Quickly Integrate A New Salesperson Into Your IT Company, Part 2

  3/30/2015

  In the first part of this series, I shared some strategies around onboarding a salesperson into a new industry.  This article will focus on the second question of how to immerse a new hire in your company culture and expectations.

• How To Quickly Integrate A New Salesperson Into Your IT Company, Part 1

  3/30/2015

  I was asked by one of our peer group members to provide some advice as it related to the hiring and onboarding of a new salesperson. The potential hire did not have an IT industry background.  So my advice to him was twofold, focusing around how to get the non-IT person up to speed and how to quickly integrate the new hire into their company.

• Strategic IT Sales: Creating A Vision And Getting Buy-In

  2/24/2015

  Strategic sales is the process of taking your top few accounts and looking at them differently than you do your other clients. With these accounts, you want to jointly create a vision and a roadmap for the next three to five years. This includes not only what you can provide for them but also some of their other partners including their telecom and physical plant providers. Broaden your vision.