Channel Training

Article
Make Salespeople the Champions of Your Pricing Strategy
Ten minutes into a pricing training session, a senior salesperson asked, “How is anything you teach us going to make us more money? We are compensated on revenue.” It was a great question. “It isn’t,” I replied. Revenue plans conflict with pricing for profit objectives. We later suggested to company leaders...
Ten minutes into a pricing training session, a senior salesperson asked, “How is anything you teach us going to make us more money? We are compensated on revenue.” It was a great question. “It isn’t,” I replied. Revenue plans conflict with pricing for profit objectives. We later suggested to company leaders...
Article
Marketing and Sales Materials: Business First
Creating business oriented collateral and sales tools that successfully convince executives and non- technical managers to make a purchase.
Creating business oriented collateral and sales tools that successfully convince executives and non- technical managers to make a purchase.
Article
Nine Things Product Managers Should Know About Supporting Sales
This is the second part of two articles that address how sales work and how Product Managers can better support them.
This is the second part of two articles that address how sales work and how Product Managers can better support them.
Article
How to Make Selling Complex Solutions Simple
Explore why product training fails and what can be done to succeed in this area.
Explore why product training fails and what can be done to succeed in this area.