In this revisited episode, Josh Lupresto discusses the art of asking the right questions to open doors in technology sales. He outlines ten key questions that can help sales professionals engage with clients, understand their needs, and identify opportunities for AI and automation. The conversation encompasses various themes, including the current application of AI, identifying bottlenecks, enhancing the customer experience, evaluating vendor technology, addressing data privacy concerns, and planning for future technology roadmaps. Josh emphasizes the importance of building relationships and being a trusted advisor to clients.

In this episode, Josh Lupresto and Adam Burke discuss the intricacies of selling technology solutions, focusing on common myths, mistakes, and strategies for success in the channel. They explore the importance of understanding partner motivations, recognizing red flags in client engagements, and the significance of starting small with projects. The conversation emphasizes the need for a focus on business outcomes and adapting to changing buying cycles, particularly in the context of AI and automation. Adam shares valuable lessons learned from his experiences in the industry, highlighting the importance of effective negotiation and the role of partners in delivering complex technology solutions.

No shortage of hot topics in AI! Listen today as I chat with Sam Nelson, VP of CX at Telarus. Today's session is titled - AI Agents: What's new and interesting in AI and what does it mean for you? Today, we dive into what's changed in AI Products since Sam and I last spoke. We also talk about Anthropic's latest release of their product titled "Computer Use" and how powerful that is. In addition, we talk about how Salesforce is planting a flag with its Agentforce offering. And, of course, Sam drops some great tips on how to leverage this knowledge to your competitive advantage and be a thought leader with your customers and prospects. Welcome to the next gold rush!

What do latency, legacy gear, and local cloud have in common? Everything—if you're Ron Colbert. In this episode, we explore how a data center expert turned cloud strategist is helping customers decipher the signals for change. From real-world wins with Azure Local to uncovering hidden gold in IBM workloads, Ron shares the discovery questions that close deals, the database traps to avoid, and why RLM’s approach is rewriting the partner playbook. If you’re selling cloud, this is the edge you’ve been looking for.

Mike Kowalski of Telarus discusses the evolving landscape of data centers and cloud technology, focusing on Azure, IBM, and database management. We explore the importance of building relationships in technology sales, share a case study on hybrid solutions for political websites, and delve into the challenges of database management. The conversation also touches on the relevance of IBM workloads and the future trends in technology, particularly the adoption of AI.

In this episode, Josh Lupresto discusses the art of asking the right questions to open doors in technology sales. He outlines ten key questions that can help sales professionals engage with clients, understand their needs, and identify opportunities for AI and automation. The conversation encompasses various themes, including the current application of AI, identifying bottlenecks, enhancing the customer experience, evaluating vendor technology, addressing data privacy concerns, and planning for future technology roadmaps. Josh emphasizes the importance of building relationships and being a trusted advisor to clients.

From bankruptcy to billionaire, listen in as we hear the incredible lessons Rob Hale, CEO of Granite, shares in this episode. Business owners and leaders across all industries will gain valuable insights from Rob that are hard to come by anywhere else. This is a man who competes for the thrill of winning and isn't shy about sharing the misfortunes he has experienced in his incredible journey to making billions.

Azure at the edge, IBM in the basement, and databases running wild—Where can you help? In this episode, Paul Croteau unpacks the real signals that it’s time to modernize, simplify, or double down. From hybrid cloud wins to legacy saves, this is your cheat sheet for spotting opportunity before your competitors do. And yes, you sell Azure Local, Database-as-a-Service, and IBM Modernization, so listen today and find out how!