Tele-Prospecting News

4 Agreements

Assumptions: The Failure to Ask Questions

If you look up the meaning of assumption, you’re likely to find a definition along the lines of ‘something taken for … [More...]

More Tele-Prospecting

Channel Marketing News

The Partner Way

Marketing Tactics Applied and Analytics the Partner Way

Through the past four years, I’ve seen a significant swing of the pendulum in which Suppliers are asking their partners … [More...]

More Channel Marketing

Call Blitz News

Channel Peak Performance Tactics

SiriusDecisions Report: Channel Peak Performance Tactics

SiriusDecisions recently published a report titled "The SiriusDecisions Channel Marketing Study: Peak Performances" (only available to SiriusDecisions subscribers).  This … [More...]


4 Ways To Get Deals Unstuck: Pipeline Acceleration

If  there is one thing that a sales rep would appreciate, it's tactics that will help get a stuck deal back moving along in the sales pipeline.  SiriusDecisions … [More...]

Channel Sales Enabler

Channel Sales Enablement: Are You Doing Enough?

Sometimes, it can actually be a great idea to be an enabler.  If you are a supplier or distributor who sells through the channel, now is one of those times!  Enabling … [More...]

Social Media News

Big Data Sign

Data Never Sleeps

By now I am sure that everyone reading this has heard the term “Big Data”, and has also heard all the buzz and hype surrounding it. To date, the term “Big Data” has … [More...]

Social Selling

Social Selling in the Channel. New concept-or is it?

Most won’t disagree with me in that Social Selling has been around for a long time.  I can recall days of witnessing my dad’s experience social selling right out of his … [More...]


Finding Inspiration in Everyday Interactions this New Year

Goodbye 2013, hello 2014! As we usher in the New Year, goals are foremost in our minds.  I’m guilty as charged.  The personal and professional commitment to achieve and … [More...]