http://streetsmartsolutionprovider.com Teaching Technology Companies How To Survive A Down Economy Through Better Sales & Marketing Fri, 12 Mar 2010 07:53:35 +0000 http://backend.userland.com/rss092 en 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 communicate regularly with your customers. If you’re not doing so, then ... http://streetsmartsolutionprovider.com/regular-communication-customers-prospects-key/ The War Room is a monthly call and podcast where you get no B.S. technology sales strategies and techniques in 30 minutes or less. If you are serious about sales and have a no-holds bar desire to win then this live call is for you. This month, join me, Ramon Vela, ... http://streetsmartsolutionprovider.com/webinar-prospecting-age-internet/ One of the goals of StreetSmartSolutionProvider is to empower solution providers (SP) as gatekeepers. As the expert bringing knowledge, advice and offers, YOU are the ‘owner’ of the relationship with your customers. Don’t underestimate the power in being the gatekeeper. I think it’s because of the recession, solution providers have forgotten ... http://streetsmartsolutionprovider.com/solution-providers-gatekeepers-channel/ When speaking with solution providers, the questions I constantly get are what's working? What's getting results? My answer is usually that there is no magic bullet or quick fix. Sure, there are tactics that work for a time but soon even those tactics run their course. I know that's not ... http://streetsmartsolutionprovider.com/practices-solution-provider-marketing/ Slick sales techniques are nice, but if you really want to gain your prospect’s trust and make more sales, there is nothing like understanding your customer’s pain points, what drives them to choose a particular solution, and whether a particular solution is good for them. Join me, Ramon Vela, CEO ... http://streetsmartsolutionprovider.com/webinar-effectively-sell-market-deduplication-february-23rd/ I don't know about you but I will not miss 2009. And I am so glad it is over. With that said, I have learned more about my business, my customers, my partners and myself in the last 365 days than I have in the last 40 years. So before we ... http://streetsmartsolutionprovider.com/learn-2009/ Today, the unemployment numbers came out and it is now 10%. Let's face reality. That's 17+ million people out of work. It will take several years to get them back in the system. So, you need to be prepared to face a few years of a sluggish economy. Here's what ... http://streetsmartsolutionprovider.com/10-unemployment-technology-sales/ Todays message is about Avoiding Contamination (of Bad Sales Habits)". I have five areas that you really need to watch out for whether you are a manager or a sales rep. You could also use these five areas to see if other salespeople you know suffer from negative thoughts and negative ... http://streetsmartsolutionprovider.com/weekly-strategy-video-sales-killers-avoid-contamination-negative-thoughts/ Today's video is about "Focusing on Positioning vs. Prospecting?" How do your prospects and clients see you? Do they see you as vendor who supplies them with products or basic services? Or do they see you as an expert, trusted advisor who can help them solve their problems? There are lots of ... http://streetsmartsolutionprovider.com/weekly-strategy-video-focus-positioning-prospecting/ In today’s economic environment, where negative news bombards us every day; where clients hesitate in making buying decisions and where intense competition ensues for each and every client, it is crucial that sales professionals: - develop the right mindset, - clearly communicate the value of their company’s expertise, - ... http://streetsmartsolutionprovider.com/reinventing-sales/ Today's video is about "Are You 100% In The Sales Game?" Let's face it, the business environment we are in is competitive. You need to do whatever we can to gain a competitive edge over the competition. Whether its exercise or updating and improving your skill sets. You need to do ... http://streetsmartsolutionprovider.com/weekly-strategy-video-100-sales-game/ That’s the question you need to ask yourself. Let’s face it. Much of the growth of the last decade or so was too reliant on credit. Business owners grew their companies through leverage and credit thinking that sales would continue thereby being able to service their debt. And individuals relied ... http://streetsmartsolutionprovider.com/thanksgiving-enjoy-banquet-settle-sales-crumbs/ Today's video is on "Who Decides What You Can Do In This Down Turn?" Im hearing more and more conversations going on everywhere I turn and the tone is alarming. I find that people are feeling helpless. Almost like they are giving up their power to make changes in their lives ... http://streetsmartsolutionprovider.com/weekly-strategy-video-decides-downturn/ Are you enjoying our weekly videos? Which are your favorites? I’d love to get your feedback on what you’d like to see more or less of - post your comments below or email me directly at rvela@StreetSmartSolutionProvider.com. http://streetsmartsolutionprovider.com/wednesdays-hump-day-video/ Today's strategy video is on "Selling Technology in a Recession. If you are finding it harder to close sales, justify new projects and purchases, get the decision maker to make a decision, then, discover the "recession of trust" concept and see why it is crucial to business and sales success in ... http://streetsmartsolutionprovider.com/weekly-strategy-video-selling-technology-recession/ Complimentary Audio Series - Sign Up Now! What do you do when you find out that one of your customers or prospects has or is in the process implemented a server virtualization project? While this is disappointing news, there are still plenty of opportunities for you to add value to this customer. ... http://streetsmartsolutionprovider.com/complimentary-audio-series-generate-business-current-server-virtualization-projects/ [youtube=http://www.youtube.com/watch?v=_PHnRIn74Ag] Are you enjoying our weekly videos? Which are your favorites? I’d love to get your feedback on what you’d like to see more or less of - post your comments below or email me directly at rvela@StreetSmartSolutionProvider.com. http://streetsmartsolutionprovider.com/monday-morning-video-090824/ Complimentary Audio Series - Sign Up Now! I’ve spoke to a lot of business owners and sales reps in the last 8 months and what concerns me are the sheer number of technology sales reps or businesses feeling the adverse impact and reality of this recession. Many are feeling frustrated that ... http://streetsmartsolutionprovider.com/complimentary-audio-series-critical-secrets-selling-economy-ramon-vela/ [youtube=http://www.youtube.com/watch?v=at3MNu8BRwQ] This short video puts $1,000,000,000,000 into perspective! Are you enjoying our weekly videos? Which are your favorites? I’d love to get your feedback on what you’d like to see more or less of - post your comments below or email me directly at rvela@StreetSmartSolutionProvider.com. http://streetsmartsolutionprovider.com/monday-morning-video-090817/ [youtube=http://www.youtube.com/watch?v=jQ1TjWbGn_4] Some candid selling advice bound to make you laugh! Are you enjoying our weekly videos? Which are your favorites? I’d love to get your feedback on what you’d like to see more or less of - post your comments below or email me directly at rvela@StreetSmartSolutionProvider.com. http://streetsmartsolutionprovider.com/monday-morning-video-090803/ [youtube=http://www.youtube.com/watch?v=BvJ6Z8TNaKs] A funny, creative commercial to start your week off with a smile! Are you enjoying our weekly videos? Which are your favorites? I’d love to get your feedback on what you’d like to see more or less of - post your comments below or email me directly at rvela@StreetSmartSolutionProvider.com. http://streetsmartsolutionprovider.com/monday-morning-video-090727/ Complimentary Teleseminar Audio - Sign Up Now! Don't miss out on our latest free download. Dave Sobel, Author and CEO of Evolve Technologies and me, Ramon Vela, discuss how to successfully pitch server virtualization projects to your customers by focusing on the business value, rather than the underlying technology. Here’s what you ... http://streetsmartsolutionprovider.com/complimentary-audio-sell-server-virtualization-projects-wdave-sobel-ramon-vela/ [youtube=http://www.youtube.com/watch?v=8il6rx-9a3c] Are you enjoying our weekly videos? Which are your favorites? I’d love to get your feedback on what you’d like to see more or less of - post your comments below or email me directly at rvela@StreetSmartSolutionProvider.com. http://streetsmartsolutionprovider.com/monday-morning-video-historic-project/ "Employers have announced 1,652,082 job cuts since June 2008". This is how an article by Eileen Feretic titled "Don't Forget the Survivors" (from Baseline Magazine) started. And as I read this it hit me all the more that understanding our clients and potential client's emotional state is important. A lot ... http://streetsmartsolutionprovider.com/care-prospects-emotional-state/ In this complimentary 2-part series, you’ll join Valerie Nixon, Director of Marketing for Adexis and ISOdx (divisions of Cranel, Inc.) and myself, as we share our “in the trenches”, real world experience on how IT solution providers can adapt their technology marketing strategies for a down economy. Here’s what you will ... http://streetsmartsolutionprovider.com/complimentary-video-solution-providers-adapt-technology-marketing-strategies-economy/