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

Smartphone Unified Communications

Sales Prospecting: How Much Pre-call Research?

How much pre-call research do you need to do to be effective in your sales and customer prospecting? Frankly, it’s a really loaded question. But here’ some guidance.

Build Vs Buy: Your Customers’ Technology Debate

The “make-versus-buy” decision is a rational process our customers go through in solving their problems. There should be no remorse about choosing to buy rather than building a solution on your own.

Smartphone Unified Communications

10 Cold Calling Tips to Build Your Sales Lead Funnel

In cold calling, how do you assess if what you’re or your salesperson is doing is right? KLA Group’s Kendra Lee offers 10 tips.

Think It’s Hard To Sell? It’s Harder To Buy!

The next time your sales team complains about customer indecision, ask them if they have ever considered the sales process and buying process from the customer point of view. David Brock explains why.

Can Revenue Really Be Predictable?

Building predictable revenue streams is nothing new to sales. A more interesting question is, “What drives unpredictability in revenue, and what can we do about that?”

10 Ways to Increase Sales Results Without Changing the Commission Plan

Here are 10 ways to show your sales reps how great you think they are without putting on a cheerleader uniform. KLA Group’s Kendra Lee explains.

Account-Based Upselling: What We Get Wrong

What do we get wrong about growing our existing customer accounts? Here are the painful answers.

The Sales Tragedy Of “No Decision Made”

Roughly 50 to 60 percent of sales proposals end in “No Decision Made.” That’s frustrating for sales people. But the real tragedy involves the customer indecision. Here’s why.

3 Strategies to Reduce Customer Churn

As you continue to successfully serve your customers, they forget all the technology and business issues they had before you solved them. Here’s how to show your continued value, retain customers & reduce churn.

Design Your Sales Calls For Success

What if you and your customer designed the meeting with the common purpose of “How do we move forward on this project as aggressively as possible?” David Brock explains.