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
Be aware of the anonymous competition, not just your competitors
August 3, 2025
With what and with whom do you compete? With the list of “usual suspects” which contains your industry competitors? Are you sure they are your
Kill these 5 bad habits before they kill your Key Accounts
August 1, 2025
Not everyone sells new business. Some Salespeople are Key Account Managers (KAM), whose responsibility it is to look after the business relationship with existing accounts
Your Sales Proposal should focus on these 3 key elements
July 14, 2025
Although they come in all shapes and sizes, objectively speaking we can say that a Sales Proposal needs to focus on only 3 key elements:
Sales rejection is nothing personal, it’s only business
June 14, 2025
One of my favorite movies is The Godfather, by Francis Ford Coppola. It portrays various aspects of life in general, but in particular contains many
Align yourself with the Prospect’s Procurement Process
May 31, 2025
All good Salespeople are highly focused. In fact, they would never make their number if they were not. The unfortunate downside of that intense focus
When you ask a question – shut up and let the Prospect reply
May 20, 2025
We already posted about the importance of asking questions – how can you understand the Prospect’s needs if you don’t ask questions? Nevertheless, it’s still
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Think Twice, Cut Once, to create a successful Channel Program
October 1, 2026
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