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02/22/2010
So Long, Farewell
I won’t dare try to imitate the vocal stylings of the Von Trapp family; but it is, however, time to say goodbye. As some of you know, I will be leaving PHONE+ magazine and Virgo Publishing at the end of this week to pursue another opportunity. While I’m excited about what the future holds, ...
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02/15/2010
Sprint Support For Sale
Last week, Sprint announced that it was going to start charging its Business Indirect Partners and Business Solutions Partners for access to business indirect channel support managers, channel support managers and the programs they support.As with any change that seems to shake up the indirect channel ...
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02/08/2010
One Bill = Success?
In the channel, there is a lot of talk about being a “one-stop shop.” The “all on one bill” sales pitch is about as common in the channel as is dirt in a mud bog. After all, agents and VARs aggregate services to comprise complete solutions and then handle all of those relationships ...
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02/01/2010
Under-Promise, Over-Deliver
Adequately setting customer expectations is one of the most important and delicate parts of the customer relationship – especially when it comes to setting expectations before the sale is closed. Every pitch must balance two dynamics – a) portraying that you have utmost confidence in the ...
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01/25/2010
Products: Will They Blend?
Diversity is always a good thing, particularly when we’re talking about agents’ portfolios. An agent wants to have enough variety – whether that be in providers or in products and services – to always be able to offer customers a well-tailored solution. However, there is also ...
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01/18/2010
Silicon Valley’s Favorite Board Game
When our neighbors invited us over to play a board game we’d never heard of – Settlers of Catan – we worried we might be getting into some Dungeons and Dragons stuff. Would we be able to understand the lingo? Do we need to wear special outfits? Is there a secret handshake? ... We were ...
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01/11/2010
To Partner or Not To Partner
I love to watch Iron Chef America on the Food Network. Anyone with me? And, furthermore, I thought last week’s episode featuring a battle using ingredients from the White House garden was very entertaining – and as they said ... “a matter of national importance.” (Plus, I love ...
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