Think Twice, Cut Once, to create a successful Channel Program
And use a delicate, fine chisel, not a chainsaw. Before starting on your journey it
October 1, 2026
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Where The Sales Manual came from
A few years ago, an executive at one of my channel partners told me: “What we really need to help us sell more is a sales manual.” I wrote one for them, and they started to sell more.
It occurred to me that I could have used something similar as a young salesman, so I began sharing what I have learnt in more than 30 years as an individual contributor and a sales manager. You will find tried and tested tactics, ideas from the courses and books that shaped me, and lessons from the mistakes I have made. Whether you are a sales beginner, a veteran or simply curious, there should be something here for you.
If you can’t find what you are looking for, you can talk it through with me in person. Book 45 minutes in my diary here.
Can you charge Channel Partners a Program Fee?
Building your business on the back of a world-class channel program can achieve long-term, exponential
August 10, 2026
The EA – learn how he/she influences the decision-making process
….and how to sway the influence in your favour The way we do business and
June 21, 2026
The 5 steps of Opportunity Qualification for any Sales Process
Anyone who has been in Sales more than one working day will appreciate the importance
May 7, 2026
Keep your telephone sales pitch short
…. because dead Prospects don’t buy As professional Salespeople we should have the objective of
April 25, 2026
Making a sales call on Zoom – is there a new business dress-code?
One of the major impacts of the global pandemic has been on how we interact
March 28, 2026
Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
And use a delicate, fine chisel, not a chainsaw. Before starting on your journey it is essential to know exactly what it is you are
Can you charge Channel Partners a Program Fee?
August 10, 2026
Building your business on the back of a world-class channel program can achieve long-term, exponential revenue growth and substantial market coverage, but those dizzy heights
The EA – learn how he/she influences the decision-making process
June 21, 2026
….and how to sway the influence in your favour The way we do business and by default, how we sell, has changed significantly in this
The 5 steps of Opportunity Qualification for any Sales Process
May 7, 2026
Anyone who has been in Sales more than one working day will appreciate the importance of Opportunity Qualification. Chasing opportunities that will never close is
Keep your telephone sales pitch short
April 25, 2026
…. because dead Prospects don’t buy As professional Salespeople we should have the objective of helping our Customers solve problems – and get paid for
Making a sales call on Zoom – is there a new business dress-code?
March 28, 2026
One of the major impacts of the global pandemic has been on how we interact in business and that, in turn, has translated into how
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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