Quantum’s new Quantum NOW program is looking to incent reps to bring in new business, particularly in unstructured data and archiving, with higher than usual SPIFs.
New flexible consumption models were front and centre this week at Dell EMC World. They may attract new customers, but will they attract partners?
Michael Sharun, the President of Dell EMC Canada’s Enterprise Division, discusses recent trends in the company’s Canadian business.
The SAP PartnerEdge Cloud Choice, profit option – with the emphasis on option – has the partner doing most of what they did before, and keeping control of the customer. SAP, however, now handles the contracting, invoicing and collections.
Dell pledges that the changes made to internal sales and its relationship to the channel will continue, because they have invested so much in it that major change would be foolish.
Tibor Shanto on why sometimes, nothing is the best thing a sales pro can say
Grow the productivity of your sales team by devoting blocks of time to dedicated tasks
The kinds of questions you ask can dictate your results, says Tibor Shanto
It’s time to break the chain of product-centricity, argues Tibor Shanto
Eliminate the dirt to find the nuggets of gold in your pipeline, says sales coach Tibor Shanto
Tibor Shanto makes the argument against time management in the sales game
Last time out I talked about the need and upside of having a sales process.Once you embrace a sales process, define the basic elements outlined, you can look at taking the benefits further in your revenue generating activities. One of those benefits, one that many without a process struggle to archive, specifically alignment. Alignment not…
VAR sales expert Tibor Shanto kicks off the SalesBuzz column with his thoughts on why sales needs a structure behind the art
