The only thing worse than no leads is leads you cannot close. Invest in your sales team with training and support. Invest in each sales person’s ability to evolve into a successful IT consultant, capable of making sales on business value. The reason is simple, the future of the IT service business is unquestionably cloud and managed IT services…which are complicated sales with long term commitments. There is little doubt they are harder to sell and require a very different skill set than the ‘one and done’ nature of project and hourly IT sales.

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