Achieving Success in Sales
Read Article by Bob Frailey, Vinny Mauro, Mark Norato, Julie Perino, and Lynn Shively

The need to improve upon our processes as competitive landscapes change and solution offerings evolve has become a necessity to achieving ongoing sales success. While the term "best practice" is considered by some to be a business buzzword describing a best-in-class way of execution, it's actually a philosophical approach based on continuous learning and improvement. Some InfoMentis' Client Partners offered what they consider to be personal best practices for achieving sales success:Read Entire Article

Sales Performance Coaching
Read Article by Phil Bush

"Coaching" brings to mind many different types of activities. The notion of Sales Performance Coaching (SPC) is one that we have pioneered here at InfoMentis. Our focus is that of "continual engagement" with the customer to accomplish several different objectives. Read Entire Article

Warming Up for The Big Game
Read Article by Kevin Galloway, Founder and CEO imPROvise

Have you ever given a presentation and later said, "I could have done a better job at that" or "I was not as prepared as I wanted to be"? It happens to us all. On top of that, how many times have you walked into a meeting and you were asked to give an impromptu presentation? Were you ready? Read Entire Article

Best Practices for Channel Maintenance Programs
Read Article by Mike Dubrall & Gerard Frey

Selling maintenance through a channel of resellers is hard work. Sales messages are complicated, the administration of the programs can be oppressive, and sales crediting is often an agonizing discussion over who gets compensated for what and when. It's no wonder that vendor sales people quickly turn back to selling hardware and software products as soon as possible. Read Entire Article

Maximizing Performance in your Professional Service Organization
Read Article by Scott Fletcher

Technology companies face increased competition and challenges in the delivery of professional services. Simply meeting past performance will not result in the level of improvement required in today"s market. Professional services revenue is the fastest growing line of business in most technology companies and a major contributor to total company revenues. Read Entire Article