Channel News

Are You Selling Benefits or Advantages

Friday, November 02, 2018

Author: Moheb Moses

Whether you are a partner (ie. VAR, MSP, SI, etc) selling to end-users, or a vendor promoting your technology to the channel, are you selling genuine benefits or simply selling advantages? More importantly, do you know the difference, and the enormous impact this 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 partners)  ...Read More


Not Being a Trusted Advisor Can Be an Advantage

Thursday, October 04, 2018

Author: Cam Wayland

This month I am continuing on from Moheb’s feature article in our August newsletter, that explained the four traits of being a trusted advisor. I am going to start by making a controversial comment and suggest that being a trusted advisor should NOT necessarily be the primary goal for every Channel Account Manager (CAM), and certainly not for every partner they manage.

This is not just to avoid using a cliched “meeting bingo” phrase, but more importantly because it will improve the account manager’s overall productivity and general territory management by not trying to achieve this status with every partner they manage. The result of this being an increase in their chances of making their sales target. There are several ways this happens - let me explain. ...Read More


The Four Traits of a Trusted Advisor

Thursday, August 02, 2018

Author: Moheb Moses

If I had to pick my most annoying phrase right now, it would be “Trusted Advisor”. Greatly overused, often misrepresented, and largely misunderstood, those two words are now well and truly entrenched in the “Meeting Bingo” category - they seem to get bandied about without any particular definition or consideration.

But while I may hate the use of the phrase, I absolutely believe in its intent, which is to be an organisation where customers seek your advice, and trust it enough to act on it rather than shop you around. And what's more, I believe there are four attributes which define what Trusted Advisor status means.
 ...Read More


Wells Fargo and The Slippery Slope of Sales Incentives

Wednesday, June 13, 2018

Incentives are common place among sales teams, used to drive specific behaviours and or sales figures for an organisation. They can however very easily, go very wrong. The Wells Fargo case is a well publicised example of incentives going very wrong with many of the employees and the company paying the price.

So how and where do things go wrong? What should be considered when developing incentives for teams to drive behaviours and sales figures? You want to drive a set of behaviours and an outcome and these need to be inextricably linked. In addition, to this you want the behaviours involved in getting your outcome to be in line with your organisations values and code of conduct. It can be tricky! 

Read this article to find out how and where things can go wrong and what you can do to avoid a Wells Fargo situation.
 ...Read More


Mastering the SMB Market

Friday, March 16, 2018

The Small to Mid Size Business (SMB) market is large here in ANZ and if you are an MSP, serving this market can be highly profitable. As with most market segments, there are nuances that you need to be aware of in order to be successful but when it comes to the SMB market, the answer may be quite simple. ...Read More


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