Dear Tech Manufacturer Channel Program Manager, as a VAR (Value-added Reseller) I love working with you. Without your great products, VAR\'s wouldn\'t be able to put together the solutions their clients need.
With that said, I have a suggestion (actually, a few but I\'ll keep it to one, for now): Here it is - refine your marketing guidelines to make it easier for us to sell your products....
I see things from a different perspective these days, regarding marketing. I have another business that focuses on coaching entrepreneurs on how to take massive leaps in growing their businesses in the shortest amount of time. I do this in face-to-face setting via mastermind groups and also to the targeted category of VAR's (Value-added Resellers).
Working with business owners in...
Like me, I'm sure you know a lot of people who want to succeed. Business owners, entrepreneurs, sales and marketing folks, blue and white-collar folks alike; we all want more than we have now, whatever that *more* happens to be, for each person.
The whole thrust of what my company's services and consultations are about is to help VAR's (Value-added Resellers) succeed. Helping them get...
Are you boring your customers? When you market by telephone or face-to-face selling, are you approaching your customers from their perspective or from yours? And are you interesting, different from all the other messages they receive?
Napoleon Hill, author of the famous book *Think And Grow Rich* (a must-read for serious students of success) tells how Andrew Carnegie's mother once went...
As a VAR, I have strong concerns about mandatory vendor "marketing guidelines" we must use in our communications with prospects - and how much they can undercut our effectiveness. It is counterproductive to have anything restrict the relationship - and the sales - to our prospects. I'd like to offer a great illustration referencing the "power of a strong, well written headline" experience my...
As a business owner, I know you read business books, which is good. However, you have to be able to read what's relevant and skim over what is crap. What I mean to say is that too many books paint a way-too-flowery picture of business ownership and entrepreneurship. They never really describe or do justice to how difficult and stressful it is to own, run, and grow a business. I want to talk...
I recently read some stories about an IT services company called Sparxent whose founders created the company with the "premise that the current Value-added Reseller (VAR) model for the middle market needs to evolve to better serve the segment."
They continue with, "mid-market companies in the past have had to choose between traditional VAR's with deep expertise in a single vendor's solution,...
This is the mantra that I here oftentimes from people who prefer to make excuses vs. those who look for solutions. I know I sound a little harsh but that is the reality of it.
To explain further, one of my businesses provides one-on-one and group marketing, business, sales, and personal development coaching to entrepreneurs. You can imagine what a variety of people we deal with - and what...
There is a copywriting concept called "Entering the conversation going on in your customer's mind." This is both a simple and complex technique to use and understand but when you do master this important skill, it is extremely effective in building your relationship with your customer.
Basically, there are two ways to approach this
* focus on what problems, issues, and concerns your...
My niece just graduated from a top flight parochial school and has been accepted into Wesleyan college. I am very proud of her but I also felt compelled to give her some experiential words of wisdom. I told her that although her college education will be of great benefit to her, it is her mental attitude and behavioral characteristics that are going to make her a true winner in whatever she...
