Biography
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Are Microsoft Partners Feeling Inspired?
The recent Microsoft Inspire conference started me thinking about my many years of working with the vendor. I began selling Microsoft products in 1982. When…
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Referrals Are Still the Most Powerful Marketing Tactic
Sales and marketing have one thing in common: the answer to the most popular question they get asked. For marketing, the question is, “What’s the…
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How Channel Partners Can Monetize Vendor Relationships
“Who needs you?” While it may sound curt, maybe even nasty, this is an important question to ask yourself when determining which of your vendor…
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Microsoft Teams: Where Are the Channel Opportunities?
General availability of Microsoft Teams was in March 2017, but more than 50,000 organizations have been using the platform since it was previewed in November…
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Planning for the Future: Consider the Possibilities
Nobody has enough salespeople. While that may not be how you thought this article would begin, it may indicate the reason why many current channel…
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Meeting the Challenge of a Changing Channel Marketplace
“Never say ‘no’ to a customer” is advice that many sales managers have shared with their salespeople over the years. In the IT channel, however,…
