Channel Concepts Janurary 2006—Security in 2006
Selling with security is an essential part of creating value. But its not the security products that are really a concern here but rather products that are secure. Better yet, sales people and consultants that understand and provide secure solutions. Are you equipped to compete in 2006? More Details

Channel Concepts February 2006—Selling Products
Leveraging your partners for a strong strategy to selling into the security market is not enough. You need a model that works with monthly reoccuring revenue as part of the strategy. More Details

Channel Concepts March 2006—When to Hire Sales Reps
Hiring more sales people does not necessarily mean more gross profit. Find out when to consider hiring more people to sell your products and services. More Details

Channel Concepts April 2006—Make Every Introduction Count
If you are meeting lots of people - you need to read this letter. Almost every contact can help drive the business forward, if you are ready with the right message. More Details

Channel Concepts May 2006—Make Every Meeting Great
IThere are three kinds of meetings. Most of us know what great meetings look like, and of course there are the "not so great" meetings. But what about meetings that look good but really aren't. It turns out that more meetings fall into this catagorie than any other. Learn to evaluate your meetings with an eye toward making every one count. More Details

Channel Concepts June 2006—The Importance of your Valur Proposition
Every one is trying to sell more! Most of your sales training teaches you to reach for the top - to gain access to the buyer. But once you get there, do you actually have something worth meeting about at the executive level? This letter talks about the importance of your value proposition, and exposes where people are falling short. More Details

Channel Concepts July 2006—The Elevator Pitch is Over
Are you still using the old elevator pitch developed by your marketing group? Today's corporate executives are tired of hearing the same old thing from every sales person that walks in the door. Find out how to create a more effective strategy; one built for decision makers. More Details

Channel Concepts August/Sept 2006—5 Simple Steps
Here it is...5 simple steps to building an effective value proposition. Without this, the rest of your meeting is an uphill battle, recovering from the ineffective meeting introductions used by many of your competitors. Stop planning in the car and kicking off your meeting with Power Point slides, and start selling with an effective message. More Details



Channel Concepts October 2006—True Differentiation
Resellers always think they are different until you get them all in a room and ask them to name the differentiation. It turns out that most of the things one would list are exactly the same as their competitors. Find out what really sets you apart. More Details


Channel Concepts November 2006—Griping About Managed Services
David Comments on CRNS latest article on how VARs are struggling with the implementation of a successful managed services program. Find out what CRN forgot to report... More Details