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January 26, 2015 by Mike Vignato Leave a Comment

The BANT Approach

In sales, following the principles of BANT the acronym for budget, authority, need and timeline is always a useful strategy and one worth remembering. Budget The first thing to determine in a deal is whether a budget exists. Do they have the money? You need to know this before spending valuable time on an opportunity […]

Filed Under: Industry Insights, Sales and Marketing Tagged With: colocation, data center, sales and marketing

December 29, 2014 by Mike Vignato Leave a Comment

Losing Fast – The Next Best Thing to a Win

Far too often salespeople fall into the quote and hope philosophy. They chase every deal, passing quotes out like candy on Halloween. They have either forgotten or never learned that losing fast is the next best thing to a win. The most valuable asset a sales professional has is their time. In order to maximize […]

Filed Under: Industry Insights, Sales and Marketing Tagged With: colocation, data center, hosting

December 5, 2014 by Mike Vignato Leave a Comment

Want To See Growth? Concentrate On The Metrics

As I travel the country and speak with more and more Data Center executives one question continues to be asked: “If the data center sector is growing then why is my team’s monthly recurring revenue remaining (MRR) flat or declining? We’re not doing anything different.“ Well there you have it. You are not doing anything different […]

Filed Under: Industry Insights, Sales and Marketing Tagged With: colocation, data center

May 13, 2014 by Tim Caulfield Leave a Comment

Understanding the “What’s What?” of Data Centers

Are you currently looking to expand your IT infrastructure beyond your company’s walls? Are you considering the benefits of co-locating at a nearby data center? Are you already well down the path of data center evaluation, but puzzled because their offerings sound way too similar? Many of the companies we’ve been working with started off […]

Filed Under: Industry Insights Tagged With: data center, industry insights

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