How do you differentiate yourself from the competition? If the answer is your "commitment to customer satisfaction," you'd better examine how truthful that is.
- By Howard M. Cohen
- September 12, 2013
The new channel business model has little room for salespeople who are not also technology pros.
- By Howard M. Cohen
- August 19, 2013
The sales techniques that worked five or 10 years ago won't work as well today. What modern prospects are looking for is a partner that can deliver Business Guidance Value.
- By Ken Thoreson
- August 14, 2013
Resist the urge to take a break in these months. Planning a well-thought-out summer campaign now can pay great dividends later.
- By Ken Thoreson
- June 19, 2013
Selling cloud service subscriptions isn't a bad strategy -- as long as you use them to set the stage for sales of your own suite of services.
- By Howard M. Cohen
- April 15, 2013
K2's recent marketing video shows that extraordinary marketing messages don't require a big staff or huge budgets -- but they do require commitment, creative thinking and perseverance.
- By Barb Levisay
- March 04, 2013
From specialization to audience targeting, content creation, traffic generation and more, marketing consultant Barb Levisay offers proven tips for bolstering your name recognition.
- By Barb Levisay
- March 04, 2013
Growing businesses have problems. There are many resources to help you address those problems; the opportunity is for you to use them.
- By Ken Thoreson
- March 04, 2013
By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.
- By Ken Thoreson
- December 03, 2012
"Geographic generalist" partners that offer any services for anybody, anywhere, are a struggling breed.
- By Mike Harvath
- November 01, 2012
Microsoft gave its Dynamics CRM business a boost this week, acquiring Evanston, Ill.-based MarketingPilot Software for an undisclosed amount.
- By Gladys Rama
- October 18, 2012
In reducing its ranks of partner-facing support personnel, Microsoft may be taking some pointers from the president of Howard's old company: "If you've got enough people to do the job, you have too many people."
- By Howard M. Cohen
- October 17, 2012
Know what ingredients in sales, marketing and operations must be measured to perform at optimal levels. A partner needs to track at least four metrics for each department.
- By Ken Thoreson
- October 01, 2012
Microsoft opened two retail stores in the suburbs of New York City on Friday, bringing the total number of locations up to 25.
- By Jeffrey Schwartz
- September 28, 2012
As Microsoft moves ever closer to a subscription-based model, connecting with the right salesperson isn't just strategy -- it's key.
- By Mike Harvath
- September 26, 2012