In business it’s always good to have a few options in your hip pocket. As a sales professional you always want to lead with your own assets, but sometimes your …

The largest expenditure for most companies is labor costs. There is a great deal of costs wrapped around a company’s workforce — recruiting costs, training costs, payroll, benefits, and physical …

The bottom lines is that you’re likely leaving money (big money) on the table if you’re not “right-sizing” your accounts payables (AP). You likely have a mix of suppliers and …

When it comes to partnering we are so often focused on driving revenue that we forget about the importance of protecting revenue. You’ve made significant investments in acquiring and maintaining …

Sorry direct sales professionals, you can stop reading now as this post is geared toward partners…unless you’re interested in duplicating yourself and working smarter instead of harder (or maybe both). …

I recently had a conversation with an executive recruiter and given my experience and level of contacts he asked me why I never pursued a direct sales role as a …

I’ve discussed this topic in a couple of other thought streams, but I’d like to come back to it. If you’re a sales professional carrying a quota, overcoming budgetary barriers …

I was on a call with a friend and former partner yesterday and kind of stumbled around this question. What does an Alliance or Partner Manager do? You can read …