Episode 53 of “The Trusted Advisor” features the wildly popular “Battle of the Channel Stars” format, an industry-focused conversation in a fun and competitive framework. The RSPA’s Jim Roddy talks with Kelli Stewart and Jim Stewart of VAR POS.com about strategies and tactics for VARs to grow their sales. Among the topics discussed are investing in activities that deliver higher value, ramping up an outbound sales force, and entering new markets by creating micro niches inside the current market you serve.

“The Trusted Advisor,” powered by the Retail Solutions Providers Association (RSPA), is a content series designed specifically for retail IT resellers and software developers. Our goal is to educate you on the topics of leadership, management, hiring, sales, and other small business best practices. For more insights, visit the RSPA blog at www.GoRSPA.org.

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Jim Roddy is the Vice President of Marketing and a Business Advisor for the Retail Solutions Providers Association (RSPA). He has been active in the POS channel since 1998, including 11 years as the President of Business Solutions Magazine, six years as an RSPA board member, one term as RSPA Chairman of the Board, and several years as a business coach for VARs, ISVs, and MSPs. Jim has been recognized as one of the world’s Top 100 Retail Influencers by RETHINK Retail, a Leading CannaTech Influencer by 420MSP, and is regularly requested to speak at industry conferences on SMB best practices. He is author of two books – The Walk-On Method To Career & Business Success and Hire Like You Just Beat Cancer – and is host of the award-winning RSPA Trusted Advisor podcast. For more information, contact JRoddy@GoRSPA.org.