Winning large value customers and high value transactions sounds like an obvious strategy, then why is it so difficult to put into practice? In my 30 years in sales, I’ve …

In the second part of my series on the role of a business case in driving a high value customer transaction, I’ve turned my attention to the process of how …

In part 1, we looked at the difficulties for vendors in building a successful partner channel. Now let’s have a look at how vendors can work together with partners to …

The revenue growth delivered by an effective partner channel (resellers, system integrators or OEMS) sounds like a complete no-brainer, so why does it seem to be so difficult for vendors …

The majority of software sales leaders would surely agree that the most powerful and effective way they can make their quarterly targets is by coaching their team on specific deals. …