IT Sales: Put Your Best Foot Forward

Prior to making the first IT sales call to your client, you need to prepare for it. In this article you'll learn how to get ready for meeting with a client for the first time.

IT Sales: Do Your Homework

Before you even arrive at your first IT sales call with a client, make sure you've done your homework. If the prospective client is worth you going out of your way to drive there and spend a half hour or hour or more and then meeting with them for another hour or two, then it's certainly worth your time to spend 10 or 15 minutes researching their business.

Even more importantly, before you get to that level, properly qualify your prospect. This way you'll know whether you