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Posts tagged: consultative selling

Jun 18


Avoid These Two Traps If You Want To Win More Cloud Business

I have a good friend who’s a partner at a 10-employee healthcare practice that recently faced some bad news from an IT auditor for the federal government. The auditor informed my doctor friend that his practice was out of compliance with its email (the practice didn’t have a formal email management policy), and the consequence […]

May 07


This One Oversight Will Kill Your Chances For Cloud Success

Many VARs and MSPs are trying to figure out how to take advantage of their customers’ inevitable shift from on-premise computing to the cloud. And, even though analyst groups like Gartner tell us that the addressable cloud market is going to reach $35 billion within the next few years, it often seems like the channel […]