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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 [...]
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 [...]
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 [...]
Greg owned a IT Services Provider in Virginia. He’d founded the company out of college with one client and steadily grown his business to employ a staff of nine. One [...]
So, now you know the difference between products and solutions, and you know the advantages of a more comprehensive service and hardware sales solution. But knowing what solutions are and [...]
When we left off in Part One of this series, we explored the declining ability of businesses to sell hardware and examined how the technology sector had changed in recent [...]
