Selling Microsoft

Partner Hiring and Training Lessons from WPC

Non-productive partner companies often hire the best, but fall short at training their talent. Don't make that mistake.

Smarter Salespeople Use Maps

All successful salespeople are socially well connected within their communities.

Getting Out of the CRM Trap

CRM applications promise a lot, but often fail to deliver. And that's a bad deal for sales managers.

The Ultimate Sales Strategy

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.

Partners: 6 Ways To Beat the Summer Slowdown

Resist the urge to take a break in these months. Planning a well-thought-out summer campaign now can pay great dividends later.

Partners: Beware of 'Reinventing the Wheel'

Growing businesses have problems. There are many resources to help you address those problems; the opportunity is for you to use them.

7 Benefits of a Prescriptive Sales Process

By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.

Sales Leaders: Are You the Linchpin or the Weak Link?

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.

Playing Games with Sales

Sales contests are a great way to encourage high performance among sales teams while keeping it light. Here are some tips for setting up a sales contest.

6 Steps in De-Emphasizing Outside Sales

During your early-stage and late-stage implementation phase, consider other steps where an inside approach can be implemented.

The 3 Stages of Cloud Sales Mastery

A quick progression from the moment you meet a prospect to the moment you close the opportunity is critical to a partner's cloud business. The "Velocity Sales Process" shows you how to get from Point A to Point B.

How To Avoid an Epic CRM Fail

By adding the element of planning with CRM applications, sales leadership will have a much-needed higher degree of implementation success.

7 Signs of an Epic CRM Fail (and How To Fix It)

Many partner organizations implement a CRM system thinking it's going to be a silver bullet. That's their first mistake. Here are some guidelines to ensure the execution of your CRM system is as good as its promise.

Cloud Computing and Strategic Sales Management

Partners and sales teams are entering uncharted territory in cloud computing. Here are six tips for building a successful cloud practice.

High-Performance Sales Management for Microsoft Partners

Building a strategic and effective sales management system is just like building anything else: It takes time, refinement and follow-through.