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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.

How to Engage the ‘Real’ Customers

Are you engaging the right IT stakeholders and target customers in your sales process? David Brock of Partners in Excellence explains.

Sales Leadership: How to Improve Account Planning

Sales pros can improve account planning by connecting their work to their customers’ highest strategic priorities.

How to Compete Without Discounting Prices

Should sales people resort to pricing discounts to win business and avoid lost deals? David Brock of Partners in Excellence offers guidance.

Achieving Sales Goals Through Helping Customers

Salespeople often talk about achieving goals through customers. But what about helping customers achieve their goals? David Brock explains.

MSPs and the Coronavirus Economy: 10 SolarWinds MSP Survey Findings

How has the coronavirus economy impacted MSPs (managed IT service providers) worldwide? A SolarWinds MSP survey provides key business findings & strategies.

How to Help Customers Deal With Uncertainty

Uncertainty is rampant in 2020. Partners in Excellence’s David Brock explains how salespeople can navigate and help customers make sense of it all.

MSP Sales Automation: Cloud Startup Zomentum Raises $4.1 Million

Zomentum raises $4.1 million from Accel & SAIF Partners for MSP sales automation software platform. Zomentum CEO Shruti Ghatge explains the strategy.

How to Avoid Sales Prospecting Malpractice

Poorly designed, badly executed sales prospecting can tarnish your business reputation. Partners in Excellence’s David Brock explains how to avoid such setbacks.

Digital Transformation for Customer Service: 4 Tips to Follow

Moving customer service operations to digital can improve customer experience and boost key success metrics. Forrester’s Kate Leggett explains.

Your Value is Like a Homemade Chocolate Chip Cookie

Selling is a lot like baking. Focusing on delivering value and relationship building over price will keep clients coming back for more. Kendra Lee explains how.