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
Andy Sernovitz has written a great book – Word of Mouth Marketing …. How Smart Companies Get People Talking. Those of us managing channels struggle every day with how to really leverage the power of our channel partners in terms of referrals – the network effect. We know that we get sales from our partners. ... read more
Read a tweet today that caused me to research a letter written by Martin Conroy from the Wall Street Journal, first mailed in 1974 and used through the late 1990’s and what many people believe to be the greatest sales letter of all time – generating over $2B in revenue for the Wall Street Journal. ... read more
Effective partner communications will drive increased sales. Ineffective partner communication is a waste of time and money. It’s that simple. The five top mistakes that I see clients make include: 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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