ECM Executive Commentary
The Most Important And Most Overlooked Sales Metric
Gil Cargill of Cargill Consulting Group explains the value of tracking the ratio of first meetings to first orders.
Channel Sales Vendor/Partner Relationships: Part 5
In this final part of the series, Dede Haas, channel sales strategies with DLH Services, shares responses to her earlier articles including real stories and advice from the channel.
Subtle (And Not So Subtle) Ways You’re Turning Off Customers
Robin Robins of Technology Marketing Toolkit shares a reminder that marketing is often largely a matter of trust.
Why Business Owners Are Afraid To Grow Their Websites
Clint Hofer of Slingfly Media explains the way to successfully develop your company's website.
Channel Sales Vendor/Partner Relationships: Part 4
In this fourthof five articles in the series, Dede Haas, channel sales strategies with DLH Services, suggests steps to take before terminating a relationship.
Opportunities To Sell Managed Print Services In The Education Vertical
Jackie Paralis and Michael Garofola, OKI Data Americas provide an example of how MPS allowed for the integration of new technology into a mid-western school district and how this delivered a win-win for the dealer and the school district.
3 New Applications For Mobility In Schools
Derek Gerber of Tallega Software says VARs and MSPs have the opportunity to show schools how to start taking advantage of the automation, timesaving, and money-saving benefits of integrating mobility.
4 Ways to Get an “A”: Automate Workflow Processing For Education
Ray Emirzian, VP of operations and product management for docSTAR, says workflow automation software helps to remove the burden of document routing so that teachers and administrators can focus on higher value tasks. He lists 4 ways automated workflow processing earns an “A.”
Channel Sales Vendor/Partner Relationships: Part 3
In this third of five articles in the series, Dede Haas, channel sales strategies with DLH Services, looks at dealing with channel conflict.
Don’t Ignore The First Sale
The first sale is the sale that is required to get a prospect to invest time and attention with you and your company. Gil Cargill of Cargill Consulting Group says if you try to present the second sales (i.e., your product or service) during the first contact, you're skipping this crucial, first-sale step.