I am sure that you have been asked this question many times by a salesperson. Have you also been in a B2B situation where you asked that question to customer representatives (companies cannot [...]

Do you focus on the price or on the value? As consumers we often focus on price (or cost of acquisition). If we can get the exact same product or service at a lower price then why not.

Mexico will probably be the first country in the world to implement the carrier’s carrier model. Consolidation of the mobile industry is a reality. The question is not whether the mobile market [...]

What do you need to understand and implement in order to be successful with a sales channel? In my previous blog post on channel development, I mentioned the need for analysis and planning prior [...]

A natural question customers always ask is, “How much does that cost?” Unfortunately, too often sales people answer incorrectly, responding with, “The price is……….”

Cloud Computing breaks with the way we’ve traditionally worked in IT. With a cloud-based model, the partner revenue is diluted and is realized over the customer relationship lifetime. [...]