Sales & Marketing

Sales Savvy: Taking Your Pitch to the C-Level

By Scott Bush, Bredison & AssociatesWe know it can be done. We know it must be done. Heck, we’ve been trying to do it for as long as we’ve been making sales calls. So why is it so hard to do? Calling high and staying high in any ...More
February 6, 2009
Posted in Articles
Beyond Basics: Keeping Sales Up in a Down Market

Salespeople are being hammered in today’s economic environment. Entire market segments have evaporated. Customers and companies are holding back orders or literally have no money to buy. Opportunities and new prospects are fewer and farther between. In 2008, many ...More
January 30, 2009
Posted in Articles
AT&T Slices ‘09 Capex, Downshifts U-verse Deployment

In an expected move that could have sobering implications for the firms it uses to bring products and service to market, AT&T Inc. (T) today cut capital spending in 2009, announcing it expects a drop of 10 percent to 15 percent as opposed to its outlays last year ...More
January 28, 2009 By Bob Wallace
Posted in News
The Specialization-Differentiation Imperative

Learn how to carve out your own slice of the market and charge more, attract more clients and enjoy greater confidence. ...More
January 27, 2009
Posted in Articles
10 Ways to Move from Cost Cutting to Money Making

You suspended pay raises and bonuses. You canceled the cable for the TV in the breakroom. You haven’t taken a full paycheck since the end of the summer. You even whittled the once-lavish holiday party down to a few cheese and veggie trays from the supermarket and a ...More
January 22, 2009
Posted in Articles
Channel Coach: How to Build Your Sales Funnel

Success breeds success. Just about anyone can identify who the “Top Dog” salesperson is in their company. They often are easy to spot — just look for the person with the great smile, great car and great clothes. They probably have the biggest commission ...More
January 22, 2009
Posted in Articles
New Rules for Recession Marketing

Been there. Done that. Sales and marketing execs may be tempted to fall back on techniques that got them through past recessions. But analysts at McKinsey & Company say that won’t work this time. There are new rules for marketing in this recession.Here are a ...More
January 22, 2009
Posted in Articles
Cisco Embraces ‘Save to Invest’ Strategy

Cisco Systems Inc. (CSCO) has come up with a new way to help its solutions provider partners address selling in the economic downturn. The “save to invest” strategy calls for solutions providers to help their customers free up technology budgets by first ...More
January 19, 2009
Posted in News
Ask Steve: How Can Tech Help SMBs Weather Downturn?

It’s the economy. Enough said. Rough sailing ahead or partially clearing skies — either way, some fiscal and business prudence will us all help weather this storm.Q: Any suggestions for helping my five-location dry cleaning and self-service laundry franchise ...More
January 19, 2009 By Steve Hilton
Posted in Articles
IDC Counts Top 10 Tech Sales Predictions for 2009

Selling strategies that worked last year will not work in 2009 and beyond. That’s the first of 10 predictions analysts with the sales advisory practice at IDC made for technology sales in the coming economically challenged year.Analysts Lee Levitt, director, and Tom ...More
January 8, 2009 By Khali Henderson
Posted in Articles