Don’t Ask WHO Your Customer Is. Ask WHY

When we’re thinking about marketing, one of the first questions that comes up is “Who are we selling to?” And the answer, eight times out of ten, is a list of demographic, sociographic, psychographic and other ‘aphic’ dimensions that describe an ideal client. This is the ‘customers that look like this’ approach. It’s useful to … Continued

Smarter Simpler Selling to Small Business

Selling to small businesses is an entirely different animal. It requires a different approach than marketing to consumers, mid-sized companies, or enterprise organizations. So what’s the best way to effectively market to small business owners? In this article, Sydni Craig-Hart from Smart Simple Marketing explains how to align with small business owners’ mindset, appeal to … Continued

How Channel-Ready Are Tech Vendors?

There’s plenty of evidence that selling indirectly through solution providers is an extremely efficient route to market for tech vendors. However, that success is often predicated on those same vendors knowing how to sell through the IT channel—why they want to do it, where to find the best partners, and when to use them. That, … Continued

12 Elevator Pitch Examples to Inspire You

Elevator pitches effective when you’re talking to a stranger (at a networking event, in line, while riding public transit, or yes, on an elevator), and they ask, “What do you do?” or “Where do you work?” In situations like these, you need a short, snappy, easy-to-grasp explanation of your company and its products. The person … Continued

The Elevator Pitch is Dead

For all the talk about Moore’s Law and the notion that computing power increases unabated, Jay Baer (founder of Convince & Convert) believes there’s not enough talk about another law he feels has equal importance in marketing and public relations. It’s what he calls the Law of Boundless Brevity. In this article, he explains why the … Continued

10 Things You May Have Missed at ChannelCon Online 2021

There’s a reason why CompTIA chose “Explore” as the theme for ChannelCon Online this year. The world has changed so much that it’s become critically important to always be searching for new technology innovations and improvements that can help businesses succeed. This year, ChannelCon featured 10+ hours of content to explore, and attracted more than … Continued

10 Strategies To Recruit Partners That Produce

Learning how to recruit channel partners is the holy grail of many tech firms across the globe. And why not? Successful channel partner recruitment means developing a revenue engine that’s paid exclusively on performance, is trusted by businesses of all sizes and industry verticals and adapts nimbly to changing economic conditions. But first you have … Continued

Mistakes to Avoid when Crafting your Business Plan

A business plan is a written document containing the goals of your business, but it’s also a detailed road map to achieve your business goals. To land investors, appeal to customers, retain and attract team members, or even just simply to succeed, this map needs to show methods of attaining goals and place timeframes for … Continued

Eight 8 charts show COVID-19 has changed B2B sales forever

The COVID-19 pandemic forced B2B buyers and sellers to go digital in a massive way. What started out as a crisis response has now become the next normal, with big implications for how buyers and sellers will do business in the future. This Recent McKinsey research on decision makers’ behavior globally across industries since the … Continued