Category: Uncategorised

The sales process is not often simple. Obtaining sign off on a deal of almost any size requires many meetings and presentations to different people within a business. Sales people spend these meetings proving the value of their solution and specifically how it will help solve a customer’s problems. It is well known that as … Continued

We are hearing and reading so much about the changing landscape of the channel. We hear how the evolution of Cloud means that businesses need to make fundamental changes to their business models and the way they go to market. It is a case of either evolve with the industry or you won’t survive. These … Continued

We come across all sorts of people in our working lives, all with different personalities. Further to this, we have to find a way of working with these different personalities to get our jobs done, whatever they may be. While people generally don’t sit neatly into pre-defined personality categories, you can normally group people broadly … Continued

Many of us have to motivate or incentivise people that we work with as part of our job. Most of you reading this piece would work with sales staff or channel partners that you need motivate and incentivise every quarter in an effort to reach sales targets. Either way we tend to use financial incentives … Continued

Chris Kenton, the founder of the organisation SocialRep, recently wrote an article published on LinkedIn about the channel marketing trends tipped for 2015. Based on a larger body of work that Chris is completing, he interviewed a large number of Channel Marketing Executives and Managers to understand what challenges they are facing in growing partner … Continued

The price of a product or service is always something that a consumer considers as part of their purchasing decision. Businesses are acutely aware that some purchasing decisions are purely price driven, but it seems there is more to a price for a product or service than one would ordinarily consider. An interesting article written … Continued

As we head into the new year, it is a perfect time to gain some insight into what is ahead and what the market and industry trends look set to do. This sort of information can be extremely helpful in helping us shape our business planning, sales modelling and customer strategies. While no one can … Continued

It is a new year and that presents us all with an opportunity to reflect on the year that was and to consider what we might do differently in the year ahead. Many of you present to various audiences (partners and/or end-users) on a regular basis as part of your job. Many of you I … Continued

Having just come through what is possibly the most professionally social time of the year for most of us, it is interesting to consider the value of networking and how you generally feel about it. Some people are born to network. They are simply social beings that enjoy meeting new people and building new connections, … Continued

By the time December rolls around each year, most of us are looking forward to a long summer at the beach, holidays with family and friends and simply relaxing after working hard all year. With that in mind, while we always look to provide you with useful and interesting press material, at this time of … Continued