Why a Channel Guy Wrote a Sales Book

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If we’re connected on LinkedIn, you’ve probably noticed my feed has looked a little different over the last month. Less about channels, and more about selling. To me, those two things have always been deeply connected. One of the things I’ve realised after decades working with vendors, distributors, MSPs, integrators, and channel leaders, is that … Continued

Six Lessons from the Trump-Harris Debate for PAMs

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In 2017 I wrote an article about 10 Lessons that Channel Managers could learn from Trump. Watching the Trump-Harris debate a few nights ago prompted me to think about that article, and see what we could learn from this debate. Firstly, I should say that while I’m not a Trump supporter, and believe that Harris … Continued

Have We Forgotten How To Present In Person?

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As we go back to in-person meetings and events, it’s becoming apparent that one of the casualties of working from home has been face-to-face presentation skills. For the last few years, our presentations have consisted almost entirely of looking at someone’s face over Zoom or Teams. But as we start to present in person, we can no longer … Continued

The Lost Art of the Elevator Pitch

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As channel consultants, we get to work with an incredible array of different companies and technologies. And with the breakneck speed of new product releases, it’s a real challenge trying to stay on top of it all. What continues to amaze us however, is how few companies can explain what they do in a concise … Continued

Creating An Environment For Great Virtual Delivery

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Over the last few months, we’ve written about the need for companies to transition to a new way of doing business. And like many other companies, we’ve had to pivot to delivering our training virtually, rather than face-to-face. But when we set out to adapt our courses, we didn’t just want to run boring webinars… … Continued

Partner Enablement in a Virtual World

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Last month I wrote about how Channel Sales will change in what many are calling the new normal. And like people who progresses through the 7 stages of grief after a loss, so too is our industry progressing through the loss of “the way things were” and learning to accept and adapt. The real indicator … Continued