Do You Have the Right Sales Rep?
During channel manager training, there is emphasis on alignment. When hiring sales reps, managers need to ensure alignment as well. There are different types of sales reps: transactional, whale hunters, …
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Why Buddy Can’t Sell
I have been thinking about this since I bought the book, Why Johnny Can’t Sell. After spending the last 5 years doing a lot of sales training, sales coaching and …
Why Have a CRM?
I notice that many businesses do not have a CRM. Or they have a clunky system that is there for the wrong reasons. Those businesses usually treat the sales team …
For Cloud Comms It isn’t a Sales Problem
8×8 has upended its sales org and hired a new SVP of sales. Big deal. It’s negative sales growth isn’t because it can’t drive sales, it is because it can’t …
ScanSource Picks a new Leader for Intelisys
“Robert Farbak will head up sales at ScanSource-owned Intelisys after a decade of working at the technology services distributor…. ScanSource on Monday announced Farbak as senior vice president of sales for …
A Look Back at 2023
This was quite a year. Avaya went bankrupt again! They think they came out smelling like a rose, but they are donating customers to other providers every day. Mitel doubled …