Channel markets

Many small businesses believe you can use nurturing emails alone to gain access to new prospects. That’s just not how it works. Kendra Lee explains why.

Awareness, respect and trust are critical, but they are insufficient to drive customers to change or to buy.

I sit through entire presentations on new trends in selling, where the word customer or buyer may never be mentioned. That's a dangerous reality.

Three steps customers should take before renewing cloud subscriptions, OpEx contracts, and services like IaaS, PaaS & SaaS, according to Forrester Research.

Don’t bother with calling. Nobody picks up their phone anyway. Or do they? In an era when pundits think Cold Calling is Dead, Kendra Lee explains otherwise.

Sales people execute the company strategy in the face of the customer. Are you (or your people) doing this? David Brock explains.

My drummer and I were set to play a showcase for Sofar Sounds Mexico. The magic of the night was most certainly hidden in an unlikely place.