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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.

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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.

You Can’t Fix Sales Pipeline Problems In the Pipeline

Sales managers & sales people often spend too much time focusing on the health of the pipeline. David Brock from Partners In Excellence explains why.

Sales Metrics: 15 KPIs (Key Performance Indicators) to Monitor

As a business owner, make sure you track these 15 sales metrics — which are key performance indicators (KPIs) that can impact your revenues & profits, according to KLA Group’s Kendra Lee.

Sales Forecasts: Is Your Team Playing Games?

A great sales forecast can’t be just about hitting a certain dollar commitment! It has to be about hitting a deal commitment! David Brock from Partners In Excellence explains.

How to Improve Your Sales Forecasts: Accuracy Demands Target Close Dates

If your business wants to achieve sales forecast integrity, your company has to have target close date integrity. David Brock from Partners in Excellence explains why.

Continuum Acquires BrightGauge: Business Intelligence for MSPs

Continuum acquires BrightGauge, a business intelligence platform that roughly 1,800 MSPs (managed services providers) leverage. Continuum CEO Michael George explains the deai.

Liongard Names Adam Slutskin Chief Revenue Officer

Liongard, a provider of MSP automation software, hires ConnectWise veteran Adam Slutskin as chief revenue officer (CRO). Here’s why.

The Myth of the “Single Decision Maker”

How many people are involved in the customer buying decision? David Brock of Partners in Excellence offers sales perspectives.

Word Of Mouth for Revenue Growth: Less Important Than You Think?

For most brands, advocacy — positive word of mouth — isn’t the key to revenue growth, Forrester Research explains.

MSP Pricing Model With Full Cybersecurity Services: $250 Per User Per Month?

ConnectWise CEO Arnie Bellini organizes MSP technology and cybersecurity services into three tiers with suggested pricing of $125, $175 & $250 per user per month. Here’s how.