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Originally our IT Sales Playbook was going to be three installments, but the actual concept of converting leads into clients needed a little more attention, so we’ve decided to devote [...]
Now that you understand that everyone you encounter is a potential client, you are hopefully invigorated by the amount of new business that is available to you! This should be [...]
At a recent seminar I spoke to the owner of a successful IT Managed Services company in Philadelphia. In just over a decade, his business grew to more than 50 [...]
If you work with or own an IT service provider, you no doubt face the never-ending challenge of finding new customers in an effort to build your business. Since so [...]
It wasn’t long ago that having phone and fax service for a business was a pretty easy process. You simply called the local phone company and paid an exorbitant fee [...]
If you’ve spent any time at all researching how to sell IT services, you have encountered the following strategy: “Demonstrate value…convince the prospect why to choose you…convince the prospect that now [...]
As with many technological innovations in their early stages, it seems that discussions about “moving to the cloud” have been happening in the enterprise for years without a real tipping [...]
Yesterday we discussed ways to identify customers that are a poor fit for your organization. It is important to remember that not all clients are a great fit for your [...]
Icarus Technical Consulting had invested significant time and energy in to winning a contract from a large local real estate agency. The process had been very competitive, with no fewer [...]
If you want to take your IT services business to the next level, you have to scale the size of your offerings. True, you can build a successful business offering [...]
