Author: Moheb Moses
Whether you are a reseller selling to end-users, or a vendor promoting your products to the channel, do you know if you are selling genuine benefits or simply selling advantages? More importantly, do you know the difference, and the enormous impact this difference has in helping you close business?

In this article, we look at the differences between features, benefits and advantages, and the role they play in the sales cycle. We explore how their ability to influence is affected by other factors such as time, cost, complexity, and customer expertise. Finally, we look at when to use each type of statement to have the greatest impact in establishing credibility with customers (whether you are selling to end-users or resellers).   Read More

Author: Cam Wayland
Vendors often measure, profile and segment their partners based on sales performance. But rarely do they dig deeper to look beyond the numbers to what is driving the business. This paper looks at the concept of measuring channel trust and how it impacts on a partner’s performance and attitudes to the vendor.

The research for this paper was conducted by Professor Louis Stern at the Kellogg School of Management, Xerox Europe and then published by VIA International, a London based channel consulting company and alliance partner of Channel Dynamics.   Read More

Author: Moheb Moses
As I talk to resellers and vendors, I'm constantly astounded at the disconnect that exists between how these two groups view reseller sales training. Vendors often complain that resellers never remember what they learned. And resellers complain that vendors come in to talk about "speeds & feeds", and refer to that as "sales" training.

Having worked both in the channel and in vendor-land, I can attest to the fact that it is impossible for the average channel partner to understand all their products to the extent that their vendors would like. And I have sat through many product presentations that left me more confused afterwards than I was at the start. So here are 10 Tips to make your next sales presentation a more effective one, and to ensure that you actually do get your message across.  Read More

Author: Cam Wayland
Most channel professionals review the performance of their partners – distributors or resellers - on a semi regular basis. However, this is often a reactive response after a revenue target has been missed. This paper looks at the review process as being an integral part of a best practice partner management program, and a tool that will benefit both the vendor and the partner.  Read More

Author: Cam Wayland
In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country, observing that twenty percent of the people owned eighty percent of the wealth.

After Pareto made his observation and created his formula, many others observed similar phenomena in their own areas of expertise. Quality Management pioneer, Dr. Joseph Juran, working in the US in the 1930's and 40's described a universal principle he called the "vital few and trivial many". However, a lack of precision on Juran's part made it appear that he was applying Pareto's observations about economics to a broader body of work. As a result, the name Pareto's Principle, or Pareto's Law as it is sometimes called, stuck (probably because it sounded better than Juran's Principle).  Read More