Cisco CEO talks about the three “S’s”

TORONTO - Cisco CEO Chuck Robbins was in Canada last week doing a keynote address at the Cisco Connect show and revealed three big issues for the channel: Scale, Simplicity and Security. The

Published on: October 15th, 2017 Paolo Del Nibletto

New Cisco Canada boss is slow-playing her strategy

TORONTO - 130 days have passed since Rola Dagher was named the new president of Cisco Canada replacing Bernadette Wightman. And, in that time Dagher has chosen to listen rather than act. Dagher

Published on: October 13th, 2017 Paolo Del Nibletto

Embrace your inner sales geek

You can be great at working with people, but unless you match that ability with being able to work skillfully with your numbers, you will not succeed in sales. And what are your

Published on: September 25th, 2017 Colleen Francis

The death of the channel has been greatly exaggerated but it’s not entirely fake news

The transition to SaaS and an expanding buyer community are forcing many IT firms to rethink their sales and marketing strategies. Technology channels have proven to be remarkable change agents—from both a customer

Published on: September 15th, 2017 Jay McBain

Microsoft Canada Presidents through the years

 

Published on: September 13th, 2017 Paolo Del Nibletto

Janet Kennedy turned Microsoft Canada around

Janet Kennedy leaves Microsoft Canada in better shape today than when she arrived approximately four years ago. When she got to Microsoft Canada in October of 2013 customers, channel partners and plenty of

Published on: September 8th, 2017 Paolo Del Nibletto

Dell EMC turns a year old

Today marks the first anniversary of the historic $68 billion deal to combine Dell and EMC. So, what's changed? Well…in a word: Dell has changed. Dell now has teamed up the salesforce of

Published on: September 7th, 2017 Paolo Del Nibletto

Creating a leader versus promoting a seller

I talk often about a new performance-management culture taking hold in the today’s B2All marketplace. To meet that challenge, not only must selling skills change, leadership skills must evolve, too. Your sales manager’s number-one job now is

Published on: August 16th, 2017 Colleen Francis

Cold calling is dead! Here are six things you should do instead

It’s the worst question in sales and marketing today: How do I get better at cold calling? Spoiler alert: Cold calling is dead. Stop wasting your time with it. Here are the better questions to

Published on: August 9th, 2017 Colleen Francis

A roadmap for smoother sailing in the Channel

Rapidly changing technology, an unprecedented number of mergers and acquisitions and evolving consumption models have made navigating the technology sales channel as challenging as navigating a dingy through a stormy sea. The blur

Published on: August 4th, 2017 Steve Proctor

Former Google Canada exec will keep Pelmorex ahead of digital disruptions

Sam Sebastian announced his departure from Google Canada just this week, and he’s already planning his first few steps as president and CEO of Pelmorex Corp., a position he starts on Sept. 5.

Published on: July 28th, 2017 Mandy Kovacs

Microsoft Canada President goes deeper into reorg

WASHINGTON, D.C. - It is Janet Kennedy’s job as Microsoft Canada President to reinforce how positive the company’s re-organization is to all stakeholders: customers, employees and channel partners. In case you have been

Published on: July 25th, 2017 Paolo Del Nibletto

How to define your best customers

Recently we surveyed our loyal readers at EngageSelling.com, and asked them what they would rank as this year's top sales challenges in their respective organizations. We were really pleased with the feedback we

Published on: July 19th, 2017 Colleen Francis

Last day for 2017 Channel Elite Awards nominations

We have reached the deadline for the 2017 CDN Channel Elite Awards. The deadline to submit Channel Elite Awards nominations will not be extended past August 4. We thank those who have already submitted

Published on: July 7th, 2017 Paolo Del Nibletto