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Channel Enablement Part 1:  CAM as a Sales Manager

Channel Strategy, LeadershipBy CDN StaffMarch 5, 2019

At the Canadian Channel Chiefs Council (C4) we wrestle with the many business issues that channel leaders face in their day to day lives — managing, coaching, guiding, directing and fueling partners to drive mutual business growth.

Former Dell exec joins Pivot3 as new head of sales

Infrastructure, SecurityBy Alex CoopJanuary 23, 2019

Dell’s former vice-president of worldwide sales for its cloud client team is now Pivot3’s new vice-president of…

Trend Micro’s new Canadian country manager on getting more women into the channel

Leadership, Women in TechBy Mandy KovacsMay 25, 2018

Women make up more than half of new university graduates, but are still underrepresented in a number of…

Your job postings for sales positions are boring and full of cliches, says expert

LeadershipBy Alex CoopApril 26, 2018

After running 66 sales job ads through an online scorecard, recruiting expert Kim Benedict discovered nearly half…

Adobe, Cisco, PointClickCare execs on how companies can attract more women to sales

Leadership, Women in TechBy Eric Emin WoodMarch 16, 2018

As co-founder of the Great Canadian Sales Competition, which has educated more than 7000 postsecondary students about…

CenturyLink

CenturyLink completes sale of data centre business to consortium for more than $1.5 billion

Channel Strategy, Cloud, InfrastructureBy Mandy KovacsMay 2, 2017

Global communications and IT services company CenturyLink has completed the sale of its data centres and colocation…

Canadian channel deals with slow cloud adoption, says C4 research

Channel Strategy, CloudBy Paolo Del NiblettoNovember 21, 2016

TORONTO – Cloud adoption in Canada is in serious catch-up mode. How slow? From the first ever…

Second step to entering a new sales territory: Understand the ground

Channel StrategyBy Colleen FrancisJune 6, 2016

So far in this series on entering new sales territory, I’ve talked about the importance of choosing…

CDN CEA Workshop: The case for a managed cloud compensation model

Channel Strategy, CloudBy Dave YinSeptember 11, 2015

When Emilia De Simone thinks of how companies should compensate for sales in the cloud space, it’s not…

Unexpected strategies proven to get sales

Channel StrategyBy Colleen FrancisApril 6, 2015

The best Engage clients are always experimenting with new ways to attract the best new prospects. Hosting…

Selling security to C-Suite buyers

SecurityBy Paolo Del NiblettoOctober 28, 2014

LAS VEGAS – Historically security selling strategies were predominantly based on the FUD factor – fear, uncertainty…

Sure fire ways to build a successful sales force

Channel StrategyBy Colleen FrancisSeptember 30, 2014

This is part one of a four part series from Colleen Francis running on CDN – Computer…

Be where your customers are, CEA panel tells providers

LeadershipBy Candice SoSeptember 16, 2014

Big data, streamlining business operations, generating revenue, integrating systems – once upon a time, buying solutions for…

Creating growth opportunities with your spiral pipeline

LeadershipBy Colleen FrancisAugust 18, 2014

In this final installment in the series on building your spiral pipeline for sales and prospecting, let’s…

How to improve post sales support

Channel StrategyBy Colleen FrancisJuly 28, 2014

It’s time to reframe how we think about closed business. That’s the key to the second of…

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