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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.

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.

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.

Journey Walk Feet Legs

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.

McDonald’s Acquisition: Digital Signage Meets Big Data Analytics

McDonald’s, the fast-food giant, acquires Dynamic Yield. The deal could greatly influence digital signage and restaurant apps for years to come. Here’s why.