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Posts tagged: DISC profile

30

Apr, 14

The #1 Reason Your Managed Services Transition Is Faltering

If you really dig into the challenges that IT service providers face as they transition to managed services, hiring the right salespeople is always near or at the top of the list. Gartner VP and distinguished analyst Tiffani Bova has said that only one-third of a VAR’s existing sales force will be able to make the transition. […]

22

Oct, 13

Why Some Salespeople Can’t Sell Managed Services

While attending the Ingram Cloud Summit earlier this year, I was surprised to hear one of the keynote speakers say that if you’re a break-fix VAR and you want to sell managed services you’re going to have to fire most of your salespeople. Since it was the first time I had heard such a bold […]

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