Channel markets

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.

As incident costs and risks increase, so does the need for fast, coordinated response. Forrester Research explains the associated trends.

Jacqueline de Rojas, techUK president, outlines what men can do to be good allies to women in tech, and celebrates the men who are helping to improve diversity.

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.

For the new generation of digital evolution, enterprise customers should avoid these two pitfalls when pursuing service provider engagements.

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.

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...