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
July means one thing if you follow cycling: it’s Tour de France time. I think it’s the most exciting sporting event of the year. I now it’s heresy to say that on the heels of the World Cup, the Stanley Cup playoffs, and the NBA finals, but I believe it. The Prologue and Stage 1... read more
As your business moves into the growth stage of the product lifecycle, sales volumes increase, products expand, profitability increases, competition increases and your sales team starts to call on prospects in a broader set of markets. This creates unique challenges 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
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