Blog For Tag "Quoting"
  • This Is Why You Are Overwhelming Your Customers with Options

    posted by Lori Berry on Monday, August 28, 2017
    Your customers don't know what they need when it comes to their technology, and that's why they want your expert opinion. If you give them too many options, they don't know what features are critical and what ones they can do without to save a few bucks. Limit your options and customize it to their needs.

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  • Better Together: Working Together to Improve Life for Solution Providers

    posted by Lori Berry on Monday, June 05, 2017
    Changing the direction of the channel seems like an impossible task, but with the collaboration of other channel partners, great changes can happen to help Solution Providers succeed.

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  • Solution Selling: It's a Piece of Cake

    posted by Jackie Schmid on Monday, March 06, 2017
    Most people eating a cake care about how it tastes, not how it was made. The same is true with solution selling. Focus on what matters to the customer - the benefits. Don't lose a sale by bogging them down with too much information they don't really care about.

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  • Princess Sofia and Selling MRR

    posted by Lee Rozeboom on Tuesday, August 16, 2016
    You may be asking yourself one of two things right now: Who in the world is Princess Sofia? OR for those of you with young children in the home: What is this crazy talk about Princess Sofia of Enchancia and MRR?!? Your reaction may be justified, but we promise it will be worth it.

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  • Is a Knee-Jerk Reaction Killing Your Deals?

    posted by Jackie Schmid on Tuesday, August 02, 2016
    We've all been there. You slide your proposal across the table, and the client flips to the end of the proposal to the price. They're quiet for a while and begin to ask you if everything is necessary, or if you can cut them a deal. Make sure this knee-jerk reaction isn't killing your deals.

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  • 3 Questions to Help You Position a Financing Option

    posted by Derek Meier on Monday, July 11, 2016
    If your idea of pitching financing to a customer is asking if they want to lease or pay cash, you might be missing out on bringing even more value to technology buyers who aren't educated on the full upside. By asking these three impactful, needs-based questions, you will differentiate your offer, eliminate competitors and position yourself to sell more long-term maintenance contracts.

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  • Too Big To Finance? No Way!

    posted by Wil Meggers on Monday, July 04, 2016
    I'd be surprised if you hadn't heard Microsoft bought out LinkedIn, but you may have missed the fact that Microsoft is borrowing money to pay for the transaction despite having $100 billion in cash and other liquid assets on hand.

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  • Freshening Up the Refresh

    posted by Dave Isenberg on Monday, April 04, 2016
    It's spring! Now best time to take a look at what you are doing to keep your customers' technology as fresh as the crisp spring air. Getting on a refresh cycle is the most certain way to make those upgrades predictable from you and your clients.

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  • Three Ways to Make Your Quotes Instantly More Appealing to Customers

    posted by Lori Berry on Monday, March 21, 2016
    Getting the runaround from your clients after you give them a proposal? Your quote could be to blame. We've compiled three best practices that will instantly make your quotes more appealing.

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  • Jeepers Creepers - Competing with Amazon Pricing is a Bad Strategy

    posted by Greg VanDeWalker on Monday, February 01, 2016
    Low price is an effective strategy for giants like Amazon and Walmart, but for a Solution Provider with fewer economies of scale, there is a better way to answer the Amazon Creep.

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  • Shrink the Gap Between Cash & as-a-Service Quotes

    posted by Jackie Schmid on Tuesday, December 29, 2015
    If you feel a sense of anxiety every time a customer asks for a cash price, you might be pricing your deals wrong. One Solution Provider says: Stop comparing apples to oranges.

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  • Use IT Nation to Build Your As A Service Strategy

    posted by Jackie Schmid on Monday, November 09, 2015
    The as-a-Service model is nearly as ubiquitous as the Cloud. There is a lot of upside to transitioning to as-a-Service, but it comes with its challenges. Use IT Nation to solidify your strategy.

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  • Four Proposal Mistakes to Avoid

    posted by Lori Berry on Monday, June 01, 2015
    Look out for these four mistakes Solution Providers make on their proposals, and ensure you have a pitch your customers can't say "no" to!

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