More than three decades ago, NSCA’s Chuck Wilson attended his first board meeting. Back then, he was relatively new to the industry — compared to now, anyway! 🙂 — and he was surrounded by leaders who had lots of experience and expertise. In an effort to help Chuck, one of these professionals advised him to Read the full article…
Over the past few months, we’ve taken an inside look at how the NSCA 2020 Excellence in Business award winners have adapted to our constantly changing industry. For developing a goal-oriented technician training program, Hillman AV Inc. was named an NSCA 2020 Excellence in Business award winner in the Talent Development category. Too many integration professionals Read the full article…
Corporate Sales Coaches’ F.I.N.D. program offers an innovative take on Managed Services/AVaaS sales training and certification; it’s free for NSCA members
Over the next few months, we’ll take an inside look at how the NSCA 2020 Excellence in Business award winners have adapted to our constantly changing industry. For refocusing its sales and service strategies, CEC was named an NSCA 2020 Excellence in Business award winner in the Differentiating Strategies category. Committing to managed services was just one Read the full article…
Corporate Sales Coaches offers training and certification in technology-as-a-service sales at no additional cost to NSCA members
During my decades-long career as a CFO, I’ve had the great pleasure of knowing and interacting with many superbly talented entrepreneurs. Unfortunately, some of these remarkable individuals are also what I call “cash-blind owners.” This “disorder” describes otherwise-savvy business owners who are totally oblivious to the monthly cash activity of their business. Because many owners Read the full article…
As technology and customer demands shift, so do the approaches we need to take to sell systems and services to clients. As Bob Lobascio, partner at Corporate Sales Coaches, pointed out in a recent NSCA webinar, integrators now have to battle against the “three Cs” when selling: Consolidation: Do your clients view bigger as Read the full article…
Preparation can make or break a sales meeting with prospects or clients. If you enter the sales meeting ready to answer questions and address resistance, you’ll strengthen the relationship and help your prospect or client increase their trust in you. If the meeting is unorganized and unprofessional, however – and you’re not able to answer Read the full article…
Account executives generally think of their role as one that generates revenue and gross profit. This assumption is mostly – but not entirely – correct. Sales professionals can also make a serious contribution to cost containment if they pay attention to it. The problem is, however, that they rarely give enough thought to what happens Read the full article…
In just the last few months, two of the leading technology providers in the systems integration industry have switched from a hybrid go-to-market model (having a direct salesforce and a dealer network) to committing 100% to the dealer channel. I’ve been fortunate to help both organizations through this transformation and observe the challenges and results. Read the full article…
