High Tech Channel Sales - Business ExchangeMost Active Articles2009-11-24T03:46:11.343-05:00Business ExchangeBusiness_Exchange@businessweek.comurn:com:businessweek:bx:topic:most-active:high-tech-channel-salesTimothy Tannerttanner824Inside The Sales Training Industry (Part 1)urn:com:businessweek:bx:article:14100647888694561228-d7549a596b7eafe6c8c6e62e269f3d8f2009-11-04T17:10:59.752-05:00Over the course of a few days in Orlando, Tom Martin and I compared notes on a number of important issues germane to sales trainers, sales training companies, and buyers of sales training. The result is this “discussion” I’ve reconstructed with Tom’s help.Over the course of a few days in Orlando, Tom Martin and I compared notes on a number of important issues germane to sales trainers, sales training companies, and buyers of sales training. The result is this “discussion” I’ve reconstructed with Tom’s help.davesteinsblog.esresearch.comhttp://davesteinsblog.esresearch.com/2009/11/04/inside-the-sales-training-industry-part-1/Dave Steindstein1940000Three Hiring-Related Truths About Sales Effectivenessurn:com:businessweek:bx:article:16956794584673348152-0bf28d9cc88273cd811e83f574a9dbce2009-10-23T14:57:57.771-04:00I was on a phone call this morning with the CEO of a client company who was describing how he had just rejected a candidate for a critical sales leadership position, which would based in a remote location. Although this company doesn’t employ as...I was on a phone call this morning with the CEO of a client company who was describing how he had just rejected a candidate for a critical sales leadership position, which would based in a remote location. Although this company doesn’t employ as...davesteinsblog.esresearch.comhttp://davesteinsblog.esresearch.com/2009/10/23/three-hiring-related-truths-about-sales-effectiveness/Dave Steindstein1941100The Difference Between Selling and Having Someone Buyurn:com:businessweek:bx:article:6474608688269927832-1a8ad84ad7d8187d1c53da79774370cf2009-10-20T16:12:48.665-04:00Sales treats a ‘need’ as if it were an isolated event. But it’s not. The buyer’s ‘need’ is merely an external result of historic, internal decisions, and only buyers can figure out how to manage these issues or make a change if there is a problem.Sales treats a ‘need’ as if it were an isolated event. But it’s not. The buyer’s ‘need’ is merely an external result of historic, internal decisions, and only buyers can figure out how to manage these issues or make a change if there is a problem.focus.comhttp://www.focus.com/ugr/research/sales/difference-between-selling-and-having-someone-buy/Trevor Uskentusken8271100The TAS Group's Dealmaker Partner Networkurn:com:businessweek:bx:article:15518229186360293537-15f6c856466da3a403187cde566fd3152009-09-29T11:25:07.474-04:00Today The TAS Group announced the formal launch of its Dealmaker Partner Network. Dealmaker, The TAS Group’s sales performance automation platform, will serve as the core of a new generation of technology-enabled selling and learning solutions...Today The TAS Group announced the formal launch of its Dealmaker Partner Network. Dealmaker, The TAS Group’s sales performance automation platform, will serve as the core of a new generation of technology-enabled selling and learning solutions...davesteinsblog.comhttp://www.davesteinsblog.com/2009/09/29/the-tas-group-didnt-step-they-jumped/Dave Steindstein1945500We Don't Need No Stinkin' Sales Coachingurn:com:businessweek:bx:article:8895990982904797763-4ab25de4504fa8b6fe0be21bf177fa5d2009-10-15T12:24:30.888-04:00ESR knows that when buyers of sales training need to skinny back on the vendor’s proposal to save some money, coaching/learning reinforcement often gets cut first. I pointed this out yesterday during my keynote speech at SMT’s conference in Orlando...ESR knows that when buyers of sales training need to skinny back on the vendor’s proposal to save some money, coaching/learning reinforcement often gets cut first. I pointed this out yesterday during my keynote speech at SMT’s conference in Orlando...davesteinsblog.esresearch.comhttp://davesteinsblog.esresearch.com/2009/10/15/we-dont-need-no-stinkin-coaching/Dave Steindstein1942200Case Study: One Company’s Sales Training Vendor Evaluationurn:com:businessweek:bx:article:14999382713306640391-08a1fb154ba0327c839bacb6875af5f92009-10-02T14:49:11.005-04:00It’s not easy for sales leaders to successfully evaluate and choose a long-term sales performance improvement partner. They have too little time, too few resources, too much pressure to do it quickly, and many just don’t have the experience or knowledge of how to manage a process such as this. And, when there are potentially dozens of what would seem like viable alternatives, including trainers that aren’t well-known, the challenge multiplies in size and complexity. That’s why buyers of sales training take short-cuts and wind up with little or nothing in return for their investment of time and money in training.It’s not easy for sales leaders to successfully evaluate and choose a long-term sales performance improvement partner. They have too little time, too few resources, too much pressure to do it quickly, and many just don’t have the experience or knowledge of how to manage a process such as this. And, when there are potentially dozens of what would seem like viable alternatives, including trainers that aren’t well-known, the challenge multiplies in size and complexity. That’s why buyers of sales training take short-cuts and wind up with little or nothing in return for their investment of time and money in training.davesteinsblog.comhttp://www.davesteinsblog.com/2009/09/30/case-study-one-companys-sales-training-vendor-evaluation/Dave Steindstein1945500The B2B “Marketing Mix” or 4 R’s of Marketingurn:com:businessweek:bx:article:15547381267474336127-775774e56792e23da59f46a1d0b460bc2009-03-09T20:43:46.453-04:00Building block #2 of my B2B Marketing Integration (MI) Framework. Building block #2 of my B2B Marketing Integration (MI) Framework. marketingthatmatters.blogspot.comhttp://marketingthatmatters.blogspot.com/2009/03/b2b-marketing-mix-or-4-rs-of-marketing.htmlChris Herbert, B2B Specialistcherbert227323200B2B leaders…wake up!urn:com:businessweek:bx:article:12299231646635112755-6ee4962c31d50f6899a51c62b7fc06f42009-08-24T04:57:55.837-04:00The bottom line for B2B executives is that social media is changing the way people interact and buy. While I’m not convinced, yet, that traditional marketing and selling is dead….social media is a game changer.The bottom line for B2B executives is that social media is changing the way people interact and buy. While I’m not convinced, yet, that traditional marketing and selling is dead….social media is a game changer.mi6agency.comhttp://www.mi6agency.com/?p=268Chris Herbert, B2B Specialistcherbert2272200Entrepreneur's Innovative Brainsurn:com:businessweek:bx:article:9009753320356127839-da4fcdac7210361625b96af9efc13e672009-08-10T11:13:50.468-04:00In order to stay sharp, it is important that you exercise your brain. The less we use our minds, the duller they become. There is a lot of emphasis these days on staying physically healthy, but we should also be concerned for our mental well-being. Our brains continue to expand and adapt to the stimuli they receive throughout our lives. The more we take care of our brains, the better thinkers we become.
In order to stay sharp, it is important that you exercise your brain. The less we use our minds, the duller they become. There is a lot of emphasis these days on staying physically healthy, but we should also be concerned for our mental well-being. Our brains continue to expand and adapt to the stimuli they receive throughout our lives. The more we take care of our brains, the better thinkers we become.
entrepreneurssharpenbrains.blogspot.comhttp://entrepreneurssharpenbrains.blogspot.com/James Rickmanjrickman0473300Channel Management: Do You Really Mean Business? « Dave Stein’s Blog :: Commentary for Sales Leaders and Sales Managersurn:com:businessweek:bx:article:6634355148347963739-62fb3a90d5047f4e56c91826418ff6782009-01-30T09:27:09.607-05:00ESR estimates that 70% of all goods and services are sold via third-party sales channels, not direct sales. Our ongoing examination of sales training programs shows a significant disparity, with most training and content focused on field sales...ESR estimates that 70% of all goods and services are sold via third-party sales channels, not direct sales. Our ongoing examination of sales training programs shows a significant disparity, with most training and content focused on field sales...davesteinsblog.wordpress.comhttp://davesteinsblog.wordpress.com/2009/01/30/channel-management-do-you-really-mean-business/Dave Steindstein194262600Ingram Micro Appoints Mario F. Leone as CIOurn:com:businessweek:bx:article:3808831598614859659-10e56642d24cc55833615d355cdf509d2008-12-11T00:11:49.476-05:00Ingram Micro, a leading tech distributor, has hired Mario F. Leone as the company's senior vice president and chief information officer, effective January 5, 2009. He replaces Karen Salem, who left the company earlier this month. Leone, says the...Ingram Micro, a leading tech distributor, has hired Mario F. Leone as the company's senior vice president and chief information officer, effective January 5, 2009. He replaces Karen Salem, who left the company earlier this month. Leone, says the...mytechboxonline.comhttp://www.mytechboxonline.com/mtoit/it-ingram-12.htmlRakesh Ramanrraman103222200B2B Marketing Integration Framework – The B2B Marketing Gearsurn:com:businessweek:bx:article:15745111005172381627-db2aec2369f3d9181438b0fbcefa6ae02009-03-05T04:24:34.191-05:00Building block #1 of my B2B Marketing Integration (MI) Framework. Building block #1 of my B2B Marketing Integration (MI) Framework. marketingthatmatters.blogspot.comhttp://marketingthatmatters.blogspot.com/2009/03/b2b-marketing-integration-framework-b2b.htmlChris Herbert, B2B Specialistcherbert227101000Home-Built Car Averages 113 Miles a Gallonurn:com:businessweek:bx:article:9668988836147753821-eccf2a772b8d2a24ebb16f8aa6b0705c2008-10-30T04:56:20.706-04:00carbon-fiber reinforcements, a center aluminum monocoque and a steel space frame attached at either end. It’s nothing terribly high tech, though Mr. Henderson is not willing to give away every design detail. “I’ve got to have some sort of secretcarbon-fiber reinforcements, a center aluminum monocoque and a steel space frame attached at either end. It’s nothing terribly high tech, though Mr. Henderson is not willing to give away every design detail. “I’ve got to have some sort of secretNew York Timeshttp://c.moreover.com/click/here.pl?r1663342484&f=9791181710High-Tech Smoking Accessories - Eolos Pipe Indicates Critical Levels...urn:com:businessweek:bx:article:10160653475809735900-387480b3d5df1e2195ee923da556a0432009-01-02T20:59:00.000-05:00(TrendHunter.com) Innovations in smoking accessories are rare these days given that smoking has, for good reason, fallen out of fashion.(TrendHunter.com) Innovations in smoking accessories are rare these days given that smoking has, for good reason, fallen out of fashion.TREND HUNTER - The Latest Trendshttp://feeds.feedburner.com/~r/TrendHunter/~3/501458177/high-tech-smoking-accessories-eolos-pipe-indicates-critical-levels-of-nicot171700How To Build a Channel Sales Teamurn:com:businessweek:bx:article:4710624531067474493-0ec0c677f7f750b6b76bdbf394c3fd4d2009-05-28T14:13:25.722-04:00Building a Channel Sales team is not an easy job and getting one running is even more difficult. It is not an impossible task though. Many larger companies already have the infrastructure and just need to align them correctly. Smaller companies may...Building a Channel Sales team is not an easy job and getting one running is even more difficult. It is not an impossible task though. Many larger companies already have the infrastructure and just need to align them correctly. Smaller companies may...socomsales.comhttp://socomsales.com/word/2008/building-the-best-channel-sales-team/Koka Sextonksexton3506600Google Looking for Google Apps Resellersurn:com:businessweek:bx:article:7997810459837737046-6ba6eb14c7bbfb1d856d120eee6f2b842009-01-15T06:06:06.645-05:00The web behemoth has launched a program enabling tech solution providers to sell Google Apps to businesses around the world. Authorized resellers will be able to sell, customize, and support Google Apps and have access to Google's cloud services.The web behemoth has launched a program enabling tech solution providers to sell Google Apps to businesses around the world. Authorized resellers will be able to sell, customize, and support Google Apps and have access to Google's cloud services.mytechboxonline.comhttp://www.mytechboxonline.com/mtosbus/sb-googleapps-01.htmlRakesh Ramanrraman1039900Channel Sales Ideal Partner Profileurn:com:businessweek:bx:article:15552735535191390794-d50be611369112acd325d3450045ef7f2009-05-28T14:14:09.400-04:00Finding great partners to work with is hardly an easy task. Great partners are not found over night, the truly great ones have been developed over time through communication, training and support. The hardest part of identifying new channel partners...Finding great partners to work with is hardly an easy task. Great partners are not found over night, the truly great ones have been developed over time through communication, training and support. The hardest part of identifying new channel partners...socomsales.comhttp://socomsales.com/word/2009/creating-an-ideal-partner-profile/Koka Sextonksexton3501100Sales Playbooks « Dave Stein’s Blog :: Commentary for Sales Leaders and Sales Managersurn:com:businessweek:bx:article:3264625634173051740-cb5cb017628dc81111caed84b5077fb92009-04-14T11:43:30.652-04:00A few weeks ago the folks at Kadient briefed me on their approach and their sales performance improvement tools. As you would expect, I posed the chicken-and-egg question with respect to what order a company should implement Kadient’s tools versus...A few weeks ago the folks at Kadient briefed me on their approach and their sales performance improvement tools. As you would expect, I posed the chicken-and-egg question with respect to what order a company should implement Kadient’s tools versus...davesteinsblog.wordpress.comhttp://davesteinsblog.wordpress.com/2009/03/23/sales-playbooks/Dave Steindstein1942200PR for Tech Start Ups - Channeling Successurn:com:businessweek:bx:article:1854863135074518406-8516ac92aae9bab9977ae44b6d2616332009-01-15T12:20:17.577-05:00One aspect that many companies initially fail to consider is how their products will reach the market. Although the Internet provides a direct channel for software, hardware vendors have to rely on the sales channel (aka VARs and resellers) that have direct contact with their users. One aspect that many companies initially fail to consider is how their products will reach the market. Although the Internet provides a direct channel for software, hardware vendors have to rely on the sales channel (aka VARs and resellers) that have direct contact with their users. blog.pr-vantage.comhttp://blog.pr-vantage.com/?p=102 -Rob Adlerradler8885500SANYO Ships Dual Camera Xacti Rangeurn:com:businessweek:bx:article:14417650534341661846-98fe12338e44eb2fef3cc779f85e90f42009-04-03T03:06:05.711-04:00SANYO Fisher Company (SANYO), a subsidiary of SANYO North America Corporation, says shipping has started for the new, 2009 Dual Camera Xacti lineup announced in January this year. It includes full 1080p, as well as standard and waterproof HD (720p)...SANYO Fisher Company (SANYO), a subsidiary of SANYO North America Corporation, says shipping has started for the new, 2009 Dual Camera Xacti lineup announced in January this year. It includes full 1080p, as well as standard and waterproof HD (720p)...mytechboxonline.comhttp://www.mytechboxonline.com/mtocam/camera-sanyox-04.htmlRakesh Ramanrraman1032200Vendors: Invest more in channel sales and less in operations, study saysurn:com:businessweek:bx:article:10248546722342186686-8d05fdb77b853ec2059a27edb0dd03c52008-10-06T17:40:10.000-04:00If you’ve ever felt like the last thing you need from a vendor is yet another channel web portal, and what you’d really rather have is a darn good lead, you’re probably not alone. A new report is attempting to make your point.If you’ve ever felt like the last thing you need from a vendor is yet another channel web portal, and what you’d really rather have is a darn good lead, you’re probably not alone. A new report is attempting to make your point.Channel Markerhttp://feeds.feedburner.com/~r/ChannelMarker--TheItChannelWeblog/~3/413185232/10910Sinarmas World Academy, Sekolah Elit Berbasis High Techurn:com:businessweek:bx:article:9131110468889608528-e9be8e2fb3e0748dade847af892b7e532009-04-23T06:19:00.000-04:00Sekolah berstandar internasional semakin menjamur belakangan ini di Indonesia.Sekolah berstandar internasional semakin menjamur belakangan ini di Indonesia.Sindikasi techno.okezone.comhttp://techno.okezone.com/index.php/ReadStory/2009/04/23/57/213444/sinarmas-world-academy-sekolah-elit-berbasis-high-tech7700Miller Heiman. What A Brand! « Dave Stein’s Blog :: Commentary for Sales Leaders and Sales Managersurn:com:businessweek:bx:article:2862769631293034391-2ea647e146b5d9fe93b1444c0c0cf79f2009-02-11T09:49:01.919-05:00When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, their Chief Marketing Officer. Elizabeth brought Miller Heiman into four telecommunications companies where she had previously worked.When it comes to marketing, Miller Heiman leads the pack. I recently spoke with Elizabeth Vanneste, their Chief Marketing Officer. Elizabeth brought Miller Heiman into four telecommunications companies where she had previously worked.davesteinsblog.wordpress.comhttp://davesteinsblog.wordpress.com/2009/02/09/miller-heiman-what-a-brand/Dave Steindstein1943300Sonos Design: Interview With Mieko Kusanourn:com:businessweek:bx:article:2370304043126897979-3bc88cd1177154296e5cc42b556f8e1b2009-03-22T03:51:00.000-04:00When I joined, I found a typical high-tech startup setup;When I joined, I found a typical high-tech startup setup;Unpluggedhttp://www.unplggd.com/unplggd/interviews/sonos-design-interview-with-mieko-kusano-0798067700Dave Steins Blog :: About Sales Leadership » Hey, Senior Executive. Think You Can Sell? Read This First.urn:com:businessweek:bx:article:5117473125776673740-7608432f3c3e362390b11b5472935d502009-05-11T14:22:17.524-04:00Hey, Senior Executive. Think You Can Sell? Read This First. Posted on May 11th, 2009 by Dave Stein During a recent stint at Logan Airport, a CEO I’d struck up a conversation with offered a book recommendation: Marshall Goldsmith’s What Got You Here...Hey, Senior Executive. Think You Can Sell? Read This First. Posted on May 11th, 2009 by Dave Stein During a recent stint at Logan Airport, a CEO I’d struck up a conversation with offered a book recommendation: Marshall Goldsmith’s What Got You Here...davesteinsblog.comhttp://www.davesteinsblog.com/2009/05/11/hey-senior-executive-think-you-can-sell-read-this-first/Dave Steindstein1940000