Sales
ChannelE2E offers sales and compensation guidance for managed services, cloud services, CSPs, MSPs, VARs, ISVs and technology partners in the IT channel.
Why Sales People and Manager Churn Rates Are Unacceptable
We are completely turning over our organizations–management and sales people — roughly every 3 years. That churn rate is unacceptable.
Great Selling Is Habit Forming
Changing sales habits is more than understanding or learning good habits; it’s about practicing them relentlessly, for days and months. David Brock explains.
Compressing Our Customer’s Buying Process
What’s the real reason to accelerate a customer’s buying process? The answer involves the value the customer gets from the implementation of the solution.
Sales Leadership Is Not About KPI Monitoring
Too often, sales managers focus on “monitoring” their sales team’s KPIs (key performance indicators. Turn away from your CRM dashboad and do this instead.
What Good Account Management Looks Like
Use this 10-point checklist to grade your sales team’s account management, customer retention and growth prospects, according to KLA Group’s Kendra Lee.
The Buyer’s Journey: One Step At A Time
Most sales people focus on the outcome of the deal. It’s time for a course correction.
Office Depot Layoffs: CompuCom Delivers Weak Revenues
Office Depot confirms layoffs after CompuCom IT consulting & managed services provider (MSP) division underperforms in Q1. Board approves “Business Acceleration Program.”
Memo From FDIC: MSPs Need Clearer Business Continuity Contracts
Business continuity & incident response contracts between financial institutions & technology service providers need clearer terms, FDIC tells MSPs.
What’s the Customer Business Problem?
What if sales people positioned themselves as problem finders or problem identifiers for customers? Here’s the logic from David Brock.
Zero-Based Sales Planning and Budgeting: The Value Explained
What if we took a few moments to think about the sales function and how we sell from a zero-based budgeting approach? Here’s how.