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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.

Do Sales Discovery Questions Work?

The “discovery” stage of the buying and selling processes are incredibly important. But do current methods really work?

How to Create a 2021 Technology Sales Plan

Sales leaders must consider three key priorities to create a viable plan for 2021. Forrester Research explains.

Sales Coaching: Can You Manage Based on Results?

Can you manage and coach sales teams based on results? Partners in Excellence’s David Brock debunks this common leadership myth.

How to Set Achievable Sales Goals for 2021

The key to achievable 2021 sales goals is third-party data to justify the outlook and a planning process with buy-in from key stakeholders.

How Bad SEO Affects B2B Lead Generation Efforts

Bad SEO is as useful as a phone book – worthless for leads. KLA Group’s Kendra Lee explains how to be visible with effective SEO.

Value Proposition

Getting Rid of the “Value Proposition”

The concept of “value proposition” should be replaced with “value co-creation.” Partners in Excellence’s David Brock explains.

Can You Coach An ‘Uncoachable’ Sales Person?

Partners in Excellence’s David Brock believes if a sales person is uncoachable, it is not a question of if that individual is terminated, but when.

Shannon Mayer Joins MSP Sales Automation Startup Zomentum

Interview: ASCII Group, Datto & Continuum veteran Shannon Mayer explains why she joined Zomentum as VP of customer success.

How to Improve Your Sales Organization During COVID-19

Can your sales organization use this time to better itself? Forrester Research’s Mike Pregler shows you how.

What’s the Difference Between Good and Bad Revenue?

There’s a difference between “good” revenue and “bad” revenue. Partners in Excellence’s David Brock explains.