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When you think of animals, do you think of them as “bad”? Is a lion a bad animal? Is a camel a bad animal? The answer is no. Animals aren’t “bad,” but they can fail to thrive if you put them in…

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Are You the Business Expert Upon Whom You Should Rely?

by David McNicholas January 20, 2015 206Views 1Comment

One of my favorite books in the last decade is “Boyd: The Fighter Pilot who Changed the Art of War,” by Robert Coram. Col. John Boyd, who is recognized as the individual who changed the face of modern warfare, was a U.S.…

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Contractors Increasingly Look to Diversification for Stability and Growth

by Larry Allen January 13, 2015 271Views 0Comments

Say the name “General Dynamics” to anyone in the government market and images of tanks, warheads, and other military hardware come to mind. Now, though, General Dynamics is seeking to replicate its success in areas such as logistics management and healthcare provision…

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How to Build Relationships at the C-Level: Listen, Research, and Make it Personal

by Dayna Walden December 18, 2014 313Views 0Comments

Over the last 15 years in IT sales, I have gained a great deal of experience, including profit and loss (P&L) responsibility for a business unit, global acquisition and integration, and starting and developing a channel organization. As a result, I have…

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A Roadmap to Improving Cash Flow

by Craig Heile October 29, 2014 189Views 0Comments

Starting and growing a successful business takes a herculean effort, and there are a myriad of issues that often trip up even the most experienced resellers and vendors. Having worked with hundreds of resellers and vendors, both large and small, I have…

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Sales Tips from the Old Guy aka the Crypt Keeper

by Lee Agerton October 21, 2014 80Views 0Comments

It has often been said in the sales arena that the old guys know all the tricks. They are the silver tongued devils that have the greatest gift of gab; consequently, they tell great jokes and have the most persuasive tongue. Additionally, more…

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Gain a Competitive Advantage by Reading One Report

by David McNicholas October 1, 2014 199Views 0Comments

We all know that understanding our customer’s business is a given. So why do so many sales people do such a poor job at it? One word: Laziness. Making a little extra effort through smarter preparation can help you gain a competitive strategic…

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What Gives Your Sales Team a Competive EDGE?

by Dan Forbes October 1, 2014 215Views 0Comments

Business mogul Richard Branson says that, “business opportunities are like buses, there’s always another one coming.” Are you ready for the next opportunity that comes your way? We at EDGE 360 want to make sure you are. We want your sales teams at the…