It’s a changing world and your partners need more than a contract and set of training certifications to be effective. They need an advocate who can champion their cause throughout your organization while helping to streamline policies and procedures to make their business more efficient. "I...
Many companies are challenged with how to turn partner white space into opportunity. To do this, you need to stretch sales into working with under-utilized partners that may not yield immediate gains, resulting in them not reaching quotas. So what is partner white space and...
Diversity certification is a powerful tool to have in your pocket when you go to market to bid on projects. If you’re a woman business owner with a go big or go home philosophy, then pursuing diversity certification may be for you. However, diversity certification isn’t for...
Channel consultants give a clear roadmap for success by identifying important resources, managing aspects of projects and focusing partners. An effective Partner Enablement program keeps all partners focused and on task, while helping to drive projects forward. That’s the finding of clients who have worked with...
What does supplier diversity mean? It’s one of those terms you often hear tossed around, but you may not have a true understanding of either the concept or the resulting impact. Supplier diversity is, in its most simple terms, corporations accessing groups not customarily included in their...
At the end of the day, it doesn’t matter how many visitors your website has if none of them buy from you. Google analytics provides the number of conversions your site generates, which is not the same as the number of people who become sales...
Across industries, 50 per cent of projects fail. The traditional thinking is that project failure can stem from changes in project scope, aggressive timelines, or inadequate budgets. But at such a high rate of failure, the root cause of project failure can be found in the...
In February, Canadian Prime Minister Justin Trudeau and U.S. President Donald Trump announced a joint initiative designed to promote female entrepreneurs and drive economic growth on both sides of the border. This could be a springboard to defining roadblocks to diversity within the workplace. There is political...
There is no doubt that the dynamics of B2B sales interactions is rapidly changing and continuously evolving. One of the key reasons for the changes encountered by sales organizations is today’s buyers are better informed than ever. They cover a significant part of the buyer’s...
Marketing and sales alignment generates nearly 40% more revenue, but most marketing and sales teams remain in conflict. It is not uncommon to find a company, no matter how large or small they are, that’s dominated by either the sales or marketing team. However, it is...