There are a set of tasks that should be done in a systematic way to achieve the optimal kick-start to your channel sales program. These ideas come from a great book I just read on employee on-boarding, that I’ve adapted for the channel community. On-Boarding…How to Get Your New Employees Up to Speed in Half... read more
Is there a link between customer service and loyalty? You bet! What is good customer service? I think it’s solving my problem. What is loyalty? Will I buy from you or use your service again based upon my experience with the company, the product or the service. The connection seems obvious to me. Why is... read more
I’m selling my house. Yesterday was my first open house for Real Estate Brokers to tour the home before the first public open house this weekend. Apparently, I’ve learned that you should have food available for the brokers to entice them to visit your home – this is something I didn’t know. So, at 5:45am... read more
I’m moving. As you can imagine, I’ve got a ton of things going on to prepare to sell my current house and to buy a new one. I have probably made over 50 inquiries for services I was very interested in – contractors, realtors, decorators, landscapers, window washers, moving services, etc. Before I contacted them,... read more
My favorite quote from the Wizard of Oz, Who Rang that Bell, reminds me of bad channel managers who can’t effectively communicate or aren’t prepared: Guardian of the Emerald City Gates: Who rang that bell? Dorothy, Scarecrow, Cowardly Lion, Tin Woodsman: [all four together] We did! read more
Exactly what do you do to make partners productive? Many would suggest it’s about implementing a PRM (Partner Relationship Management). While improving the business processes between vendors and partners is important, partner productivity read more
I believe that the way most companies do Channel Management is a waste of time. Here’s what I typically see read more
Readiness = training + communication + mindshare + resources = enablement. Taking years of tribal knowledge, consolidating the most relevant content and read more
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