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Sales

ChannelE2E offers sales and compensation guidance for managed services, cloud services, CSPs, MSPs, VARs, ISVs and technology partners in the IT channel.

Customer People

Role Clarity for Sales People: 20 Questions to Consider

Sales team members need to understand their jobs/roles–not just the activities, metrics & compensation plan. They need a deeper understanding & context.

Predictable Revenues: Rethink the Selling and Buying Relationship

Redefine how you look at your sales challenge. Instead, help customers achieve their goals and solve their problems through predictable purchases.

Office Equipment Acquisition: Marco Buys Image Systems for Business

Marco acquires Image Systems for Business Inc., a copier/printer provider. Zygoquest, a leading M&A advisor, assisted Image Systems on the deal.

Annual Sales Capacity Planning: 10 Tips

Annual sales plans often focus on growth and operational expenses. But don’t ignore your sales team’s capacity. KLA Group’s Kendra Lee explains.

When Sales Managers Don’t Use CRM…

If we, as managers, don’t leverage business automation and CRM tools. Then we should have no expectation of our teams using them.

The Secret to Sustained Business Success: Disciplined Execution

If we examine what drives and sustains great business and personal performance, it is constancy and disciplined execution. David Brock explains.

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.