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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.

The “Real Cost” Of A Salesperson

Assuming you hire the right sales person it could take a year to properly measure the person’s performance. Hire the wrong person and things can get really expense.

The Sales Conversation of the Future: Siri Dials Alexa, And…

Artificial intelligence (AI), machine learning (ML), Amazon Alexa and Apple Siri. Listen closely for the future of sales…

Are Traditional Sales Skills Still Relevant?

Categorize this post as “thinking out loud.” I’m not sure what I think about this issue, so I’m using the post to help me think through it and to get your input and ideas. We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to […]

Crowd Audience

Memo to CEOs, Entrepreneurs: Praise Your Pushy Salespeople

Conventional wisdom says no one likes a pushy sales person. But in some ways, that’s flawed thinking. David Brock of Partners in Excellence explains why.

You Can’t Fix Sales Pipeline Problems In the Pipeline

Sales managers & sales people often spend too much time focusing on the health of the pipeline. David Brock from Partners In Excellence explains why.

Sales Metrics: 15 KPIs (Key Performance Indicators) to Monitor

As a business owner, make sure you track these 15 sales metrics — which are key performance indicators (KPIs) that can impact your revenues & profits, according to KLA Group’s Kendra Lee.

Sales Forecasts: Is Your Team Playing Games?

A great sales forecast can’t be just about hitting a certain dollar commitment! It has to be about hitting a deal commitment! David Brock from Partners In Excellence explains.

How to Improve Your Sales Forecasts: Accuracy Demands Target Close Dates

If your business wants to achieve sales forecast integrity, your company has to have target close date integrity. David Brock from Partners in Excellence explains why.

Continuum Acquires BrightGauge: Business Intelligence for MSPs

Continuum acquires BrightGauge, a business intelligence platform that roughly 1,800 MSPs (managed services providers) leverage. Continuum CEO Michael George explains the deai.

Liongard Names Adam Slutskin Chief Revenue Officer

Liongard, a provider of MSP automation software, hires ConnectWise veteran Adam Slutskin as chief revenue officer (CRO). Here’s why.