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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 Microsoft Partner Network

by Arlin Sorenson on August 28, 2010 3:34 PM

The amount of discussion around the new MPN is increasing, and the information available to help explain it seems to have settled out, so I am going to take a little time to address the... More »

The Five Reasons Your Last Marketing Campaign Sucked Out Loud - And How You Can Make Sure Your Next One Totally Rocks!

by Karl Palachuk on August 26, 2010 2:06 PM

You've seen it happen, if not in your own practice, then in those of your peers: you drop a bunch of money into a marketing campaign, send out the collateral, follow up with phone calls,... More »

How To Know You Have The Right Person For The Job

by Karl Palachuk on August 25, 2010 8:37 PM

Last week Mike and I agreed on a new process for hiring people: We're going to collect resumes from service people we run into who do a great job. We just hired our new office... More »

The Move to Managed Services: A Cautionary Tale

by ChannelPro-SMB on June 3, 2009 8:19 AM

The switch to managed services entails a complete shift in your operations. If you don't embrace that, you're setting yourself up for failure. There is no magic bullet.
By Jon Nitto

IT Franchising: Business in a Box

by ChannelPro-SMB on August 26, 2009 3:07 PM

The time is right for franchising in the IT space. My goal is to have the best, most foolproof, and well-supported system for delivering managed IT services to SMBs.
By Ilene Rosoff

From Sales Nightmare to Sales Success

by ChannelPro-SMB on April 22, 2009 3:32 PM

A two-tier process has enabled us to rise above our sales mistakes and post our best sales year ever.
By Kurt Sippel

Keep looking for new, better & even basic services

by FrankR on June 11, 2009 11:00 AM

My son’s recent completion of his sophomore year of high school, drivers license test, and my soon to be skyrocketing insurance bills has our family thinking about how he can start making some money and... More »

Channel Speak: Deathly Afraid of Service

by Pat Taylor on April 8, 2009 5:55 PM

April 08, 2009 Channel Speak: Deathly Afraid of Service I have a friend who enjoyed a lot of success integrating systems for law offices. He has great relationships with his customers, but was resistant to... More »

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