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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.

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.

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.