EIM Chicago Virtual Networking Event

Executives in Motion About this event The Chicago chapter of Executives in Motion [EIM] is running a networking event on the third Tuesday morning of each month from 9-11 am CDT. During our charter period, all events will be free to attend. Event organized by Executives in Motion July 27, 2020, 9:00 AM - 11:00 AM … Continue reading EIM Chicago Virtual Networking Event

8-part blog post on job search in the “new normal”

Photo by Polina Zimmerman on Pexels.com Introduction to Job Search - the first 8 topics At eCareerCoaching.com, we have a formalized methodology concerning the job search process. We've also written an ebook about it, which is almost complete. We expect to be shipping sometime this summer (summer 2020). We are also working on assembling a … Continue reading 8-part blog post on job search in the “new normal”

Why a deal registration system matters at Hybrid Sales organizations

Let’s start this with a simple statement that “trust is earned, deal by deal.” Also, there are a few downsides to consider. Let’s skim over both sides here. While trying to figure out whether you should have a deal-registration process at your company, you’re worried that: 1)    You’re giving away margin dollars for no good reason … Continue reading Why a deal registration system matters at Hybrid Sales organizations

Is there a difference between selling TO someone versus selling THOUGH someone?

Firstly, understand that there are many go-to-market (GTM) strategies that companies can use when they are considering their sales effort. The main two are:   hiring a direct sales force   create a channel-focused model   put up a website and advertise all over the web All of these models have their strong points, and … Continue reading Is there a difference between selling TO someone versus selling THOUGH someone?

BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Pt. 3

Implementing the BARS exercise The BARS process ranks each partner on a scale of 1-5, across 3 objective and 1 subjective ranking weighted measurements. The average of these four categories informs the final analysis. If you’ve not read Parts 1 and 2, I invite you to do that first. These two sections discuss the background … Continue reading BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Pt. 3

BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview: Part 2

Introduction: the BARS “what” The job of an Alliance or Channel Manager is many-faceted. There are many tasks that need to be accomplished during the day/week/month for the CAM or AAM be truly successful. The AAM or CAM must find a balance that works for their population of partners, and for their employer. BARS stands … Continue reading BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview: Part 2

BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Part 1

  The BARS Process - here's the “why” The job of an Alliance or Channel Manager is many-faceted. There are many tasks that need to be accomplished during the day/week/month for the CAM or AAM be truly successful. The AAM or CAM must find a balance that works for their population of partners, and for … Continue reading BARS Partner Suitability and Stack Ranking: Process and Tools Background and Overview Part 1