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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.

How to Lead Prospects Through the Sales Process Faster

Prospects get stuck in their own decision-making loop, frequently making no buying decision at all. Here’s how to move them toward the right decision in a timely manner, according to KLA Group’s Kendra Lee.

Target Archery

What’s Your One Goal for Each Sales Person On Your Team?

We trying to help each sales team member learn, discover, improve and grow. But we inundate them with too many improvement goals. Instead, start with just one goal. Here’s why.

Putting Yourself In Your Customers’ Shoes

As sales people, we need to put ourselves in our customers’ shoes. Organizationally, we need to understand their business, markets, industry, key strategies/drivers, key challenges, how things get done within the company, and more.


The Sales Prospecting Dilemma

If you want to catch your prospects’ attention, you must go beyond even the business discussion. KLA Group’s Kendra Lee offers this sales guidance to VARs, MSPs & IT service providers.

How to Get Customers to Talk to Sales People

Perhaps the best way to get customers to talk to us is to first demonstrate our interest in them. And yet, sales people consistently choose to do the opposite…

Nerdio, SherWeb Seek to Accelerate Microsoft Azure’s SMB Cloud Adoption

Nerdio and SherWeb partner to help boost small and midsize business (SMB) confidence in cloud services, particularly Microsoft Azure workloads.

The Importance Of Establishing A Sales Cadence

In sales, defining the cadence assures us we are doing the right things, at the right time, with the right people. David Brock from Partners In Excellence explains.

How to Avoid the Sales Prospecting Rabbit Hole

Before you give up on a customer prospect, make sure you’ve addressed these five questions from KLA Group’s Kendra Lee.

The Missing Link In Sales Performance

The percent of sales people achieving their goals is appalling. David Brock explains what’s missing.

Time to Cut Your Sales Expenses?

A corporate controller recently asked me: “How do I chop sales expenses? What should the right level of sales expense be?” But was he asking the right “cost of sales” questions?