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August 2008 | Volume 11/ Number 8
Enterprise View

Back to the Basics — The Most Important Reseller Syllable is SELL

Since its inception, this column has focused on making resellers more successful. The column has covered a lot of ground. It has profiled resellers with winning formulas and vendors with top-notch reseller programs, plus it has revealed new marketing trends. Of course, launching a new product line or service offering doesn’t mean much if you can’t sell it profitably and that is the focus of this month’s column.

Over the years, Technology Marketing Corporation has made a strong commitment to the reseller community and continues to do so today. At ITEXPO (News - Alert) West 2008 ( TMC is again offering a free conference session for resellers. Since the first session in 2005, the content has been the key to Reseller Live’s tremendous success. The speakers have not been theorists but true professionals with lots of street smarts and reseller training experience. The lineup in LA is no exception.

Bob Nicols (News - Alert) of AXIOM Sales Force Development ( will open the session. AXIOM has over 15 years of history in this field and over that period it has become synonymous with excellence in sales performance. Bob’s presentation will be based on the industry-acclaimed AXIOM Selling Sciences Program (AXIOM SSP). AXIOM SSP goes beyond “selling techniques” and illustrates how to implement a logical, repeatable, scientific process for selling. The session will include excerpts from several aspects of the process including prospecting, qualifying, presenting, negotiating, forecasting, plus a look at complex environments and sales management. AXIOM SSP is a proven process and has been adopted by numerous Fortune 500 Companies and hundreds of small to medium-sized businesses in North America.

Jeanne Leckie of The Leckie Group, Inc. will be the session’s second speaker and will draw on her extensive channel marketing experience in the telecommunications industry. Learn how to strengthen the business outcomes of your customers by improving your selling process, your approach and positioning in a multi-solution, multi-vendor environment. Achieve improved business efficiencies and team productivity with simple business processes. Discover how to uncover the gaps and realign your business and your customer’s business model proficiently. This session focuses on the internal and external business matters required to execute in today’s competitive marketplace.

So don’t miss out on this great opportunity. Come and participate in Reseller Live — Wednesday, September 17, 2008, at 12:45-2:30 pm in the Los Angeles Convention Center. IT

Max Schroeder (News - Alert) is the Senior Vice President of FaxCore, Inc. ( and will also be the moderator of Reseller Live at ITEXPO West 2008.

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