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
Simplify your sales pitch, you’re selling to your Grandma
March 18, 2026
“What are you doing as a job these days?” That’s what my Grandma used to ask me. However, as she understood absolutely nothing about technology
How to do a perfect product demonstration
March 11, 2026
Do you sell a physical product (let’s include software in this category)? Does your sales process require a product demonstration? If so, remember that the
Make a cold call at least once every day – 10 reasons why
February 22, 2026
Like any other discipline, sales success requires constant practice to achieve and maintain excellence. An athlete needs to train to keep in shape, and a
The Secret of Working ( & Selling) from home
February 5, 2026
Even if home is the desert… Amongst other, much more dramatic topics generated by the awful corona-virus situation, there is one, above all, that seems
5 ways to motivate yourself when ALL the deals don’t close
February 1, 2026
Those new to the profession of selling often find it hard to stay motivated until it dawns on them that they may not sell to
New Business Prospecting using the Reference – Referral technique
November 5, 2025
…and not waste 100’s of phone calls The best way to prospect for new business is….. not to prospect at all! If you could get
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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Every sales interaction must have a clear objective
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