A Reseller Educational Series: ITEXPO East 2010

If you did not attend ITEXPO (News - Alert) in Miami, you need to put future ITEXPO’s on your calendar.

The exhibit floor had continual traffic, and there were a lot exciting products for resellers to evaluate. Reseller Day presented a choice of free conference sessions courtesy of Crexendo Inc., the day’s sponsor. Personally, I participated in the Reseller Live sales training workshop with Jeanne Leckie of The Leckie Group -- which brings us to the focus of this column.

Reseller Live examined the reseller sales cycle and reinforced the need to concentrate on basic skills to be successful in today’s challenging market. During the session Jeanne and I asked the attendees to take part in an open discussion on what they required to be successful in 2010. Two areas were of most concern: A) An ample pipeline of prospects, and B) Increasing revenue by selling third-party services. Crexendo’s suite of services met both requirements and provided Jeanne and I with an ideal model to review.

Most steps in the sales cycle (presentation, demo, close) have remained fairly static for decades, except lead generation. The Internet has altered the process entirely. Sales professionals no longer have to make hundreds of cold calls each month to identify qualified prospects. Now, companies can run Web marketing campaigns to churn out quality leads without a single cold call.

Many small companies, including resellers, think that Web campaigns are only for big national or international firms. However, Crexendo’s suite of services is uniquely designed to target regional markets. Whether you are looking at regional search engine optimization, localized link building, paid search or Web design, Crexendo has a program to address your needs.

The Crexendo Business Partner Program enables resellers to offer Crexendo services to local businesses. Resellers can leverage Crexendo’s Web marketing tools to target and sell to Internet telephony prospects plus sell Crexendo services to generate additional revenue -- definitely a unique reseller opportunity and a perfect fit for today’s fast-paced telecommunications market. IT

Max Schroeder (News - Alert) is senior vice president of FaxCore Inc. (www.faxcore.com).

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