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“How can you produce a plan when you have no vision?”, asks Lenwood M. Ross. We explore why training fails repeatedly and predictably. We identify where leadership’s attention is focused and why it often results in damaging unintended consequences. We ask the question why L&D isn’t the right hand of the Board, spearheading the execution of… Continue reading Isn’t It Time We Rethink The Role of Sales Manager?

Richard Foster Fletcher discusses #CustomerExperience and #PartnerExperience with me. We explore culture, recruitment, training, leadership and technology. We identify potential stumbling blocks and how the new kids on the block represent a real existential threat to the old guard software and technology giants.We kick off with the big question, which is how do we use… Continue reading How To Get Better Answers: Ask Better Questions

An oft overlooked truth of partner/channel management is that you are dealing with people. People do things for their reasons, not your reasons. Channel partners are in business for their reasons, not your reasons. They don’t lie awake at night, excited, thinking about selling your product. Perhaps they should, but what you NOT doing that… Continue reading How To Join Up Your Channel For Control & Profit

Mike Adams is best-selling author of “7 Stories Every Salesperson Must Tell”. Mike has gone from zero to hero in 4 completely new vertical markets selling both complex and commoditised products and services internationally using the power of 7 stories.Human beings can’t tear away their attention from a good story and Mike explains why and… Continue reading How To Unlock Channel & Sales Success With 7 Stories

Kieran Krohn was named the world’s best #channelmanager at #Hubspot. Now to do that in Hubspot means you have to be very special because they have a very powerful and effective #channelsalesprogram. Kieran is 31 and has only been in sales for 7 years, so his achievement is remarkable. It was humbling to learn how he… Continue reading How Do You Become The Best Channel Manager In The World

Kieran Krohn was named the world’s best #channelmanager at #Hubspot. Now to do that in Hubspot means you have to be very special because they have a very powerful and effective #channelsalesprogram. Kieran is 31 and has only been in sales for 7 years, so his achievement is remarkable. It was humbling to learn how he… Continue reading Untitled