- Business
- News
- Association News
- Channel News
- Industry Event News
- New Products
- Partner Programs
- Technology News
- CompTIA
- Feature
- Peer Advice
- Opinion
- Technology Trends
- Accounting
- Business Intelligence (BI)
- Backup and Data Recovery
- Communications
- Compliance
- CRM
- Digital Signage
- Education
- ERP
- Government
- Green IT
- Hardware
- Mobility
- Open Source
- Power and Cooling
- Printers
- Retail/POS
- RFID
- Servers and Storage
- Service and Support
- Software
- Training and Certification
- Virtualization
- VoIP
- Unified Communications (UC)
- Security
- Resources/Downloads
- D&H Distributing Resource Center
- Magazine Archive
- Podcasts: SMB Radio
- Webinars
- White Papers
- Zenith Infotech Resource Center
- GFIMAX
- On Demand
- Educational Chapters
- Research and Trends
- Training
- Product Spotlight
- ChannelProTV
- SystemBuilderPro
- Intel Resource Center
- Intel SSD's
- Managed Services Resource Center
- AVG Resource Center
- Healthcare
- Cloud Computing
- Dell Resource Center
- PacketTrap Resource Center
- Axcient Resource Center
- MailProtector Resource Center
- ChannelPro Playbook
- Commercial Integrator
- AppAssure Resource Center
- ASCII Resource Center
- Autotask
- Intel Embedded
- Networking
- Intronis Resource Center
- Microsoft WPC 2011
- Xerox Resource Center
- Eaton Resource Center
- Intel Technology Provider
- Slide Gallery
- Datto Resource Center
- Industry Partners
- SMB Forum
Training
No description yet.
Increase Wallet Share: Cross Sell & Up Sell Strategies
Sales Leadership: Increasing Wallet Share with Cross Sell/Up Sell Strategies During a recent meeting with a new client’s sales team we began discussing ideas to drive additional revenue, during the meeting I began to poke... More »
Are You Facing Sales Fatigue?
The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. As... More »
Top 50 Sales & Marketing Influencers in 2012
Top Sales Magazine Names Consultant to Cisco and Microsoft Partner Programs a Top 50 Sales/Marketing Influencer KNOXVILLE , Tenn., May 7, 2012— Ken Thoreson , author of the award-winning Your Sales Management Guru blog, articles... More »
Are you a Sales Leader or a Sales Manager?
Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter” KEN: This week I have guest blogger, his new book is on my recommended list. www.AcumenManagement.com Take a moment and... More »
Sales Leadership: "Looking Forward"
Many individuals have commented on my Outlook signature block, before I have my personal signature and where many people say “sincerely”, I have the words “Looking Forward”. Why do I use those words? They mean... More »
Sales Leadership: Creativity is Critical
Sales Leadership: Creativity is Critical In many of my sales leadership workshops and in my writings I have often spoken on the need to hire creative salespeople and the need for sales management to offer... More »
Sales Leadership: Work Out Time
Your Sales Leadership Workout May 9 & 10, 2012 Atlanta, GA A Proven Regimen for Getting Your Sales Organization in Shape Build a proactive approach to sales management that creates predictive revenue and a self-managed... More »
Sales Leadership: Gaining Insight & Accountability
Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Also many organizations never gain real insights... More »
No Foolin: Sales Management Should be Thinking Summer
This past week during a consulting session with a client, with both the President and their sales manager, we discussed several points that I thought would be good items to bring up in this week’s... More »
Jenne Fast Tracks Avaya Certification for Resellers
Through a partnership with Avaya, Jenne partners will have access to the required ACIS exam on the last day of its five-day Avaya IP Office Professional Certification Implementation Workshop.
More »
The Sales Manager that Does It All
The Sales Manager that Does It All First of all, the title of this blog is impossible and second of all, it wouldn’t be right. No matter what size of sales organization you manage the... More »
Take Advantage of the Opportunity
Take Advantage of the Opportunity Several years ago, I was speaking in Puerto Rico at a sales conference and while I was waiting for my return flight I was relaxing and started to speak with... More »
5 Certifications Every Channel Team Needs
Certifications are a necessity for SMB channel pros, but they're not the only ones who should be certified. Find out what five basic IT certifications could help your sales and technical teams close more deals and offer better services.
More »
Sales Management and The Impact of Social Media
While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. I thought... More »
SMB Nation to Offer Its First MVP Nation Webcast
The conference, to be held at Microsoft's Redmond campus on March 2 and 3, features an advanced curriculum with a deep dive on Windows 8, and will also be offered online for the first time.
More »
You Don't Just Hire a Sales Team -- You Build It
Developing a great sales organization involves more than just bringing the right people on board. It requires providing the right opportunities and creating the right culture.
More »
Executive Toughness
Executive Toughness This week’s blog is a book review: Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. Why am I adding this to my... More »
Are you hiring the right salespeople?
How to Take Emotion Out of the Sales Hiring Process and Hire the Best Salespeople It’s the number one job of sales management and it is the most difficult, if you hire effectively the job... More »
The Future of Your Sales Team
The Future of Your Sales Team This year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside.... More »
A Sales Manager's Recipe: What's Cooking in 2012
A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three... More »
CRM: 15 Years Later: now it's a rep's friend
SFA/CRM 15 Years Later: Now It's Every Rep's Best Friend This week, I thought you might like to read someone else's article and my comments regarding the article. My comments are first. As a Sales... More »
A Walk Through a Broken Organization
A Walkthrough of a Broken Organization Strategic sales management is often a weak link in solution provider companies. Strategic sales management is often a weak link in solution provider companies. For the past 14 years... More »
Your 2012 Sales Management Plan
Your 2012 Sales Plan It's a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not... More »
The Times Are A Changing, Are You?
The Times are a Changing or Are You? At the end of each year I write down my personal and business goals for the new year in seven different categories. The challenging part of that... More »
Make 2012 Your Best Year EVER!
Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives? Recently I have... More »
Rackspace Introduces Support and Service Model for OpenStack
The new Rackspace Cloud Builders offering provides MSPs and system builders with training and certification as well as deployment and maintenance support.
More »
New CompTIA Exam Measures 'Basic IT Terminology and Technology'
Vouchers for the Strata IT Tech exam are being distributed by ITCareerPro.
More »
Questions That Sell Technology
In selling technology, focus is often put on having all the "right" answers. There is an illusion that if you tell a prospect all about your technology product and can answer each of their questions,... More »
Intel Developer Forum Lineup Established for 13th Annual Conference
The Intel Developer Forum returns to San Francisco mid-September to show off the latest digital enterprise, mobility, embedded and communications, software, manufacturing, and research technologies.
More »
D&H's New Solutions Lab to Kick Off with Cisco-Led Session
The distributor's new partner training facility is being launched with a live UC500 training event.
By Geoffrey Oldmixon
What To Say If Your Prospect Only Has 10 Minutes
Have you ever had a prospect for your technology products say to you "Tell me about your products and I only have 10 minutes"? What have you done in this situation? What was the response... More »
The 411 on IT Service-Level Agreements (SLAs)
Here's why managed service providers should have IT service-level agreements, and what these SLAs should contain.
By Carolyn Heinze
CompTIA Touts Breakaway's Healthcare Offerings
Panel discussions, a training session, and a keynote address on the topic of IT channel opportunities in the SMB healthcare sector have been included in the CompTIA Breakaway 2011 lineup.
More »
Jenne Inc. Launches Its Design Center for Avaya Resellers
VARs can now upload, view, and maintain VoIP network design configurations via the IP communications distributor's website.
More »
UPDATE FOR WEBINAR:Your Employees Can Drive Your Company to the Next Level
IMPORTANT: WE HAD A SNAFU WITH THE REGISTRATION LINK. Lots of you THINK you registered but actually did not. Please register again and to compensate you for the hassle I'll be giving away a bunch... More »
How to Motivate Your Prospects to Buy Now
In these trying economic times, sales have slowed down considerably - people just do not want to spend any money. The future is so uncertain right now that both consumers and businesses want to hold... More »
Compensation Planning for 2010 NOW???
Sales Compensation Planning for 2010 Now?? It takes time to get it right. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota's and budgets-but alas- it is... More »
Discovery Education Launches BrightLink Training Series
The professional development provider has teamed up with Epson in creating courses centered on the BrightLink 450Wi interactive projector.
More »
SMB Nation 09 Event Preview Plus Discount Code for the ChannelPro-SMB community!
SMB Nation 09 Event Preview Plus Discount Code for the ChannelPro-SMB community!
More »
Cisco's Q1 Partner Survey Leads to Increased Training for SMB Resellers
The company's Small Business University grows as those partners servicing SMBs ask for help in sales and service. Also, Cisco's Andrew Sage outlines the findings of the survey in a company video.
More »
Channel Speak: Building a Sales Culture
Good companies build good sales teams. Great companies craft a sales culture. Culture is commonly defined as “a set of shared attitudes, values, goals, and practices that characterize an institution, organization or group”. I like... More »
Ingram Micro Hosts Fourth Annual SMB Alliance
The distributor's invitational event in Las Vegas draws 155 partners. The company also releases more information about its Service Advisory Council.
By Geoffrey Oldmixon
10 Strategies to Boost Sales in 90 Days!
10 Strategies to Boost Sales in 90 Days ! At the recent Atlanta Sales Leadership Summit we held break-out sessions titled: "What can we do now to boost sales in the next 90 days". I... More »
ASI Announces 2009 Technology Expo
Distributor offers seminars, a vendor showcase, and the opportunity to to meet with channel executives October 8 in Atlanta.
More »
Channel Speak: Asking for Referrals
The amount of time we spend calling prospects to secure appointments is a function of the quality of the names we call. If we ‘cold call’ people to find prospects for our custom computer equipment,... More »
McAfee Announces Security Quickstart Services
Services aim to enable SMBs to get set up, use, maintain, and optimize security products.
More »
Quick Quiz: Wireless Networking Standards
Gauge your knowledge and your team's knowledge of wireless networking standards in this quiz.
By Elaine J. Hom
Energy University Expands Curriculum
The Schneider Electric training program broadens to reflect "the overall environment" for data center engineers, techs, and service providers.
By Geoffrey Oldmixon
Channel Speak: For the Vendors
Channel companies are valued for providing 'scale' and 'reach' to the vendor community. Their feedback on product performance and acceptance is quick and reliable, and their time-to-market with new products is superior. But as Brian Berlin mentions...
More »
SMB Nation to Offer Its First MVP Nation Webcast
The conference, to be held at Microsoft's Redmond campus on March 2 and 3, features an advanced curriculum with a deep dive on Windows 8, and will also be offered online for the first time.
More »
Looking To Launch Or Grow A Managed Services Business?
Check Out Our Latest Articles
Copyright © 2012
EH Publishing, Inc | 111 Speen Street, Suite 200, P.O. Box 989 Framingham, MA 01701-2000 |
ChannelPro-SMB Team: 919-325-0108 | Fax: 919-325-0121. All Rights Reserved.
EH Network:
ChannelPro-SMB |
Electronic House |
CEPro |
Home Electronic Ideas
TecHome Builder |
ProSound Web |
Live Sound |
EH Store |
EH Publishing
RoboBusiness Conference and Expo |
RoboDevelopment Conference and Expo
Electronic House Expo |
Virtual EHX |
Worship Facilities Expo
RSS |
Privacy Policy |
Advertise With Us |
Terms of Use |
About Us |
Contact Us |
Manage Subscription |
Site Map
Subscribe
& Follow >