What is the most common business mistake made by solution providers? Don’t worry I won’t hold you in suspense. In my nearly 20 years of sales and marketing of technology products and services and working with the channel, I find that the most common business mistake is (more…)

“I want my sales reps to be ruthless”. This is the feedback I received earlier this month from a regional sales manager at a solution provider client of mine. His comment got me thinking.

I honestly don’t know if he meant (more…)

When offering cloud storage services to your customers, your job as a sales person will be to show them the value that you could add to cloud storage services, and how you will protect them from reliability and security threats posed by it.

Join me, Ramon Vela, CEO of StreetSmartSolutionProvider, and George Crump, President and Lead Analyst for Storage Switzerland, as we discuss (more…)

Every street smart solution provider should see themselves as an expert—and position themselves that way in the eyes of their clients. Not following this strategy is one of the biggest mistakes you can make.

Instead of trying to become the expert, too many SPs rely on (more…)

One of the biggest mistakes solution providers (SP) make is the belief that their customers only buy from them and not their competitors. The fact is, large companies buy from several SPs. That’s why it’s very important that you (more…)