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Training

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Channel Speak: Asking for Referrals

by Pat Taylor on September 2, 2010 11:12 AM

The amount of time we spend calling prospects to secure appointments is a function of the quality of the names we call. If we ‘cold call’ people to find prospects for our custom computer equipment,... More »

When Your Leave... Your Office

by SalesManagementGuru on August 31, 2010 8:30 AM

When You Leave Sales leaders sometimes travel and sometimes they even take the time for a vacation! I can remember leading a sales management workshop 10 years ago when at a break it seemed almost... More »

The Mental Side of Sales & Leadershp

by SalesManagementGuru on August 23, 2010 8:35 AM

The Mental Side of Sales and Leadership I read a quote once supposedly by Jack Nicklaus: "golf is 80% above the shoulders" and as a bogey golfer I have come to totally appreciate that comment... More »

And Then Some...it's the difference

by SalesManagementGuru on August 16, 2010 8:03 AM

No Regrets, a Do-Over Recipe for Success This weekend I was working on my next book and the ending of my chapter described my keynote program: “No Regrets, a Do-over Recipe for Success”. I thought... More »

Tech Data Adds Unified Computing System to Cisco Solutions Center

by ChannelPro-SMB on August 12, 2010 11:26 PM

Over $2 million worth of IT equipment is now available to resellers for training and sales purposes. The center includes Cisco Unified Computing System B- and C-Series Server technology.

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Questions That Sell Technology

by Tessa Stowe on September 9, 2009 6:04 PM

In selling technology, focus is often put on having all the "right" answers. There is an illusion that if you tell a prospect all about your technology product and can answer each of their questions,... More »

New CompTIA Exam Measures 'Basic IT Terminology and Technology'

by ChannelPro-SMB on November 3, 2009 9:26 PM

Vouchers for the Strata IT Tech exam are being distributed by ITCareerPro.

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Compensation Planning for 2010 NOW???

by SalesManagementGuru on September 15, 2009 7:45 AM

Sales Compensation Planning for 2010 Now?? It takes time to get it right. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota's and budgets-but alas- it is... More »

What To Say If Your Prospect Only Has 10 Minutes

by Tessa Stowe on August 5, 2009 4:51 PM

Have you ever had a prospect for your technology products say to you "Tell me about your products and I only have 10 minutes"? What have you done in this situation? What was the response... More »

SMB Nation 09 Event Preview Plus Discount Code for the ChannelPro-SMB community!

by Michael S on September 3, 2009 11:29 AM

SMB Nation 09 Event Preview Plus Discount Code for the ChannelPro-SMB community!

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