ECM Executive Commentary

  1. 5 Characteristics Of A Great IT Employee — And None Of Them Are Technical Skills
    10/16/2014

    My underlying principle about recruitment is that specific skills and training are important, but they shouldn’t be your primary concern during the hiring process. Job skills are necessary, of course, but you should look beyond skills and consider the behavioral characteristics that spell success in your company. My belief has always been that I can teach you to do your job better, but I can’t change who you are. Behavioral skills are much harder to teach and to change. People skills, management, leadership, creativity, ability to deal with adversity: these are of more value in the long term than any specific “job” skill. In the end, those are what we need.

  2. The Best Way To Grow Your Business
    10/7/2014

    The best way to grow your business is to grow your leaders. All of you choose every day what you will spend your time on in your business. Tactical issues, sales, service tickets, and projects all come to mind. These types of activities are the basic blocking and tackling that have to be done well for a business to succeed. Functional growth, however, takes more than just executing tasks. It takes leadership beyond just you.   

  3. The Needle Is In The Haystack … Find It!
    10/7/2014

    I think the headline of this article accurately reflects the hope of most prospecting efforts. Regardless of what you and your team sell, if you’re engaged in prospecting as it has been taught for decades, then you are directing your team to find the proverbial needle in a haystack.

  4. Ask Coach: How Do I Empower My Team To Solve Problems? (Part 4)
    10/2/2014

    How do I empower my team to make decisions on their own, look at the whole picture of the problem, and bring it to resolution?

  5. Ask Coach: How Do I Empower My Team To Solve Problems? (Part 2)
    9/22/2014

    How do I empower my team to make decisions on their own, look at the whole picture of the problem, and bring it to resolution?

  6. Channel Sales Vendor/Partner Relationships: What Vendors Want (Part 4)
    9/16/2014

    It’s not love at first sight. It is all about the relationship between the vendor and the partner if a channel sales partnership is to be successful. A better understanding of what a vendor expects from a partner helps the solution provider make well informed and prudent business decisions that have a positive and profitable impact on their organization.

  7. The PDF Paradigm: Should You Use PDF On The Web?
    9/15/2014

    It’s been 21 years since Adobe debuted the Adobe Acrobat suite and introduced the PDF (portable document format) file format. Adobe also launched a free PDF reader in order to make PDF ubiquitous. You only had to purchase the software if you wanted to actually create PDF documents.

  8. Tips To Identify And Leverage A Wedge To Break Into Managed Services
    9/15/2014

    A few years ago, one of my vendors held an online event with author Randy Schwantz as guest. Schwantz had written two books about using “The Wedge” to displace your competitor’s and win more clients. After an hour on the phone, I was hooked. The very next week I used some of these techniques in a prospect meeting to ultimately get my competition fired and land the client’s entire business — a client from which I am still making monthly recurring revenue. I have used these techniques ever since with great success.

  9. Top 5 Tips For Developing A Customer Satisfaction Survey
    9/10/2014

     “How satisfied are you with the service you received?" It’s an age old question companies ask their customers year after year. But, as a consumer, does it really mean anything to you? More importantly, does it make you feel like the company actually cares about you?

  10. How To Identify An Ideal Channel Program
    9/10/2014

    As most businesses develop and expand, their lists of partnerships and alliances expand as well. This is not a coincidence. Part of a business’ growth potential comes in its ability to profit from successful channel partner relationships. However, a key component of this strategy is the symbiotic nature of these arrangements. A vendor’s business only benefits if its channel partner does, and the channel partner will benefit the most from the relationship if the vendor puts the time into making it a competitive reseller. So, it’s in everyone’s best interest to prepare the partners to maximize their potential. As a channel partner, how can you spot these programs? It all comes down which vendors offer the proper training.

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