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Improve Your Skills Brock Henderson
[February 19, 2009] Selling can be difficult in good times, but when economic times are tight it can be even more difficult, even though people still need what you are selling.

Ad Revenue for ISPs Alex Goldman
[January 13, 2009] Many have promised and failed to deliver cash to ISPs, but one company has a plan that just might work.

Is it Time to Leave? Brock Henderson
[January 5, 2009] It seemed like a good idea when you expanded into that small community a year or so ago. Although you have a few customers, are they enough to justify staying there? What do you do? How do you decide?

Rewarding Good Employees When Upward Mobility Doesn't Exist Brock Henderson
[December 22, 2008] What happens when your best salesperson or technician wants to move up and there's no room? Is it inevitable that you'll lose some of your best people? No! There are methods of giving someone a "promotion" when there's nowhere to be promoted to!

Selling In Tough Times Brock Henderson
[November 6, 2008] Here's some simple advice for staying on top of things.

The Difference Brock Henderson
[October 30, 2008] When I was in school, it seemed like the teachers fell into one of three categories: average, boring, and fascinating.

Are You Marketing Enough? Brock Henderson
[September 30, 2008] Every business needs to market, but how much is enough?

When To Fire A Salesperson Brock Henderson
[August 12, 2008] Firing someone is a big decision, and one you'll almost never feel certain about, but sometimes you have to do it, and these guidelines should help.

What to Say When Selling Your ISP Brock Henderson
[July 17, 2008] You've decided it's time to sell, so how do you tell your customers and staff? Or do you say nothing at all?

Error In Your Favor Gerry Blackwell
[June 27, 2008] This company claims to deliver free money to ISPs. But its service has seen only limited adoption.

Are You Networking Effectively? Brock Henderson
[June 26, 2008] These networking opportunities may offer you something you have not tried before.

Front Porch Says Competitors Over Promise Behavioral Ad Revenue Gerry Blackwell
[May 29, 2008] Yes, you can earn money from serving ads based on your customers' web behavior, but not as much money as some vendors claim, and not immediately.

Firing a Customer Brock Henderson
[May 5, 2008] There are customers who are so bad, you'll wish the competition had them. So go ahead and fire them! But do it the right way.

Why You Would Offer a Server for $1 for One Month Alex Goldman
[April 28, 2008] We checked in with an innovative webhost to learn about the promotion and whether or not it succeeded.

The Ostrich Situation Brock Henderson
[March 18, 2008] This isn't just about ISP owners; it's a problem that occurs in all businesses.

Selling SAAS to the SMB Alex Goldman
[February 29, 2008] A newly hired expert at a major player explains his plan.

Establishing Sales Goals Brock Henderson
[February 26, 2008] Every organization should have goals; and every individual in the organization should have goals, but this is especially true for your sales team.

Affiliate Marketing Best of ISP-Lists
[February 11, 2008] The experts discuss an error that many ISPs make when designing their affiliate marketing program.

Request for Feedback for an ISPCON Session Alex Goldman
[January 17, 2008] What's your top sales or marketing concern?

Featuretisements Alex Goldman
[January 14, 2008] One company is building a mechanism to deliver ads that it says users are grateful for.

Why Are You Still Using Just One Phone Number? Alex Goldman
[January 4, 2008] Several technologies, all of them simple, could make tech support less stressful for ISPs and their customers.

Is Flattery Appropriate in Sales? Brock Henderson
[January 3, 2008] When flattering a sales prospect, honesty is your friend.

ATM for ISPs or Spy in a Box? Jim Thompson
[December 7, 2007] Amid controversy over the ethical and privacy concerns of targeted advertising, NebuAd hopes to rise above the fray by offering ISPs a slice of the revenue pie. But will tracking user habits bring more headaches than revenue to the ISP?

Salespeople Are Always on Stage Brock Henderson
[December 6, 2007] At this time of year, you'll be reading articles in the business press warning you not to drink too much at the company party. But if you're a salesperson (or an owner-operator) you need to be careful all the time, not just at work.

ISPCON: Making the SMB Sale Alex Goldman
[November 26, 2007] In his ISPCON presentation, this experienced marketer showed not only how to sell, but also what to sell.

Prospects Build Walls Brock Henderson
[November 12, 2007] The single most difficult part of sales is the rejection, but successful salespeople overcome it.

ISPCON: Sell to the Channel Alex Goldman
[November 5, 2007] A webhost with many VAR resellers explained how to open that sales channel.

Book Preview: SELLECOM: 101 Ideas for Marketing in the Telecom Jungle Alex Goldman
[November 1, 2007] We were treated to a sample chapter from a yet to be published book written by a veteran telecom reseller and marketing strategist.

Testimonials Sell Brock Henderson
[September 28, 2007] This simple tip can pay off significantly. It's not tough to do, and it addresses what might be your weak point.

Don't Make the 'SMB' Mistake: What ISPs Need to Know About Selling to Small Business David Cork
[September 10, 2007] In spite of real opportunities to sell VoIP to SMB customers, many ISPs are missing out. A hosted VoIP vendor explains why.

Spam's Next Escalation Alex Goldman
[August 13, 2007] As the fight against bot-based spam continues, so-called "legitimate marketers" are turning nasty to get through the filter—or paying pennies to ISPs and the U.S. government.

White Paper Excerpt: IT Hosting Helps SMBs Compete With Big Business
[July 27, 2007] The Planet announces research showing how an excellent webhost like The Planet can help its SMB customers.

Who Commoditized the Internet? Brock Henderson
[June 19, 2007] You offer more to the customer than a connection to the internet.

Five Marketing Essentials Brock Henderson
[May 21, 2007] Here are five basics that many small businesses and ISPs ignore when they make their marketing plans.

Your Vendor Wants You to Sell Well Alex Goldman
[April 30, 2007] This equipment maker understands that selling SMB VoIP services may be new to service providers, and it has a plan to help handle the unfamiliar.

Breaking Barriers to Buying Brock Henderson
[April 5, 2007] Too many business build barriers between themselves and their customers. Are you certain you don't? Read on.

Editorial: We Need Usage-Based Pricing Alex Goldman
[February 27, 2007] If the phone and cable companies stopped predatory pricing and advertised what they really offer, there would be no need for new laws—only the enforcement of the laws that already exist.

Should Tech Support Sell? Brock Henderson
[February 9, 2007] Yes, there are risks. But that means you've got to do it right and you've got to be consistent with your own people.

Managing Sales People Brock Henderson
[January 12, 2007] Getting sales people to work means keeping people happy, but not comfortable.