Archive | February, 2013

Cultivating Your Champion Channel Partner

Do you have at least one partner who could probably sell refrigerators to Eskimos? I do and, in fact, most of mine could. But it’s not because they all showed up at my door one day with extraordinary sales abilities and a slew of ideal customers already in tow. Channel management just doesn’t work that […]

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How Marketing Impacts Sales Performance

You know the question is coming, because it comes every year.  You know who is going to ask it, because they ask it every year.  It’s just a matter of when, perhaps at the end of a difficult quarter, or during a mid-year review meeting.  As budgets are being discussed it comes; “What are we […]

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