Author: Moheb Moses

It is amazing to me that so few resellers can articulate their value proposition succinctly. I know they have one. They wouldn’t be in business if their customers didn’t see value in them. But it seems to me that only a very small minority has ever spent the time to sit down and clarify what … Continued

In our last newsletter, we discussed the difference between Features, Benefits and Advantages, and the importance of being able to genuinely identify the needs of your partners (or end-users, if you happen to be a reseller account manager). In this article, we will delve deeper into this topic of identifying needs, and show you an … Continued

ARN brought together six vendors and six channel partners for a discussion on profitability. Moheb Moses was invited as a 3rd party industry expert to provide his observations and feedback. What follows is an edited transcript of the conversation with a number of breakouts focusing on major discussion points of the day. They include lead generation, … Continued

If you are a vendor, you probably already use a channel to go to market. But have you ever stopped to ask “why?” For most companies, the channel has been in place for so long, it’s just part of the furniture. However, an unclear vision of the role of the channel (and inconsistency within your … Continued

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 … Continued

I heard a quote the other day that “Selling should be a transfer of enthusiasm”. And as sales people, it’s our job to talk about our company or product to our customers (whether they be end-users, channel partners or alliance partners) in a way that transfers our enthusiasm. So why is that so many product … Continued