Sales Conversation Framework : Part 2 - Why Us and Why Now?
Last week, we touched on the 3 tiers of questions within the "Why Change" category. This set of discovery questions not only allow us to...
Sales Conversation Framework : Part 1 - Why Change?
Last week, we introduced a Sales Conversation Framework, as seen below. We also explained the importance of delivering value in sales engage
6 Steps to Being A Cloud-Ready Partner
In the last 3 weeks, we have discussed topics surrounding the explosion of Digital and how real the situation really is. Digital is upon us
The 4 Signs of Engagement You Should Never Ignore
The current digital transformation has created both major disruptions and opportunities in almost all industries. The importance of a...
The 3 Blind Mice in Your Business
I am inspired to relate the popular nursery rhyme of Three Blind Mice to three of the most common business issues that blindsided many...
That One Important Lesson Learned from That One Shopping Experience
My colleague and I walked into a well-known IT retail store. We were looking to replace an old hard disk that was damaged (ouch!). We all kn
What Have You Done?
You have your successes as a business owner, a sales person, a channel person, a technical person, a marketing person and even a product per
Can You Be My Partner? 5 Key Considerations.
Working with channel partners or resellers is long term. In order for the partnership to reap benefits for both parties, there needs to...
