Biographical Information

Paul Harney

Paul Harney ( is director of sales and marketing for I.T. Solutions, an IT practitioner consultancy focusing on helping organizations solve their planning and delivery challenges across IT’s delivery value chain. It provides architecture/cloud migration assessments and road maps, application/infrastructure implementations, project management/business analysis as a service (PM/BAaaS), and technical/functional centers of excellence (COE).

Articles for Paul Harney

Use Business Cases as an Opening and Closing Tool

They are a perfect way to assist your customer in due diligence while building trust

Make Customers Your Best Salespeople

The advocacy of a satisfied customer can make all the difference in B2B sales

3 Ways to Make Technical Consultants Part of the Sales Team

Having well-integrated sales and technical staff helps build credibility and your bottom line

To Hit Sales Targets, B2Bs Need to Define Roles—and How They’re Compensated

All contributions to a sale aren't equal, and neither should be the rewards

Build Contracts that Close on Schedule—and Increase Business

Vendors should think of contracts as great marketing opportunities

3 Ways Sales Leaders Can Help Reps Hit Their Numbers

Managers need to take a step back to move the sales force forward

To Maximize Sales Enablement, Optimize Your Processes

Successful sales enablement initiatives need a sound infrastructure

Tie Sales Compensation Plans to Your Company’s Mission

Point "coin-operated" reps toward ensuring the right business results.

How an Integrated Pricing and Negotiation Strategy Drives Profitability—and Customer Satisfaction

It takes thoughtful planning and execution, but the rewards are plentiful.