Channel Sales Category

EIM Chicago Virtual Networking Event

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 (your local time) […]

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

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 video course, whereby you can review […]

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15 Questions About Remote Work, Answered – Harvard Business Review repost

We’ve made our coronavirus coverage free for all readers. To get all of HBR’s content delivered to your inbox, sign up for the Daily Alert newsletter. by: Tsedal Neeley Personally, I’ve been working from home since 1991, so I’m very comfortable with it. In fact, our entire team is remote. We’re not the rule, however, and many people; workers, managers and […]

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How to Make Someone Want to Do Business With You – Entrepreneur post

By: Dorie Clark While Ms. Clark is aiming this post at entrepreneurs, many of the concepts can be applied to job search as well. For instance, if you are well-known in your industry, you will be a huge asset to your next employer, due to your industry credibility. How can you build your book of […]

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Google Gets 3 Million Resumes a Year. How to Make Yours Stand Out, According to a Google Recruiter

Exactly what a Google recruiter and her team look for when sifting through resumes. By: Betsy Mikel Google reviews every resume it receives. All ~3,000,000/year of them. If you want to succeed at Google, you either need a networking contact, or a darned good resume. Google has long held a top spot on best places to […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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