Technology influencing a new sales generation

One of the most common ways we tend to define generational gaps today is by the way we think about technology and how we let it influence our lives and our work. I

Published on: August 15th, 2016 Colleen Francis

Sage consolidating channel programs for the cloud

CHICAGO – In one fell swoop Sage whittled down the number of regional channel programs to the bone. Sage Channel Chief Alan Laing announced that the 54 regional channel programs the company ran

Published on: July 25th, 2016 Paolo Del Nibletto

Extended deadline for the 2016 Channel Elite Awards

Time is running out to apply for the 2016 Channel Elite Awards. Do you have an innovative solution? Then it’s time to submit it to the Channel Elite Awards. CDN has opened the Channel Elite Awards

Published on: July 8th, 2016 CDN Staff

Third step to entering a new sales territory: Set Realistic Timetables

In this series about entering new sales territory, so far we’ve talked about the importance of choosing your prospects and understanding the ground in that new space you’re thinking about occupying. Let’s talk

Published on: June 24th, 2016 Colleen Francis

HP Inc. Canada makes a stand for 3D printing

In part one of CDN’s exclusive interview with HP Canada Co. country manager Mary Ann Yule, the former CDW Canada leader talked about how key the separation is between HP and HPE. You can read

Published on: June 20th, 2016 Paolo Del Nibletto

The secret to always getting great referrals  

Referrals! Many don't even think of this crucial part of doing business in terms of how to generate a continuous, effective referral system. But, it's much easier than you might think. Most may

Published on: May 31st, 2016 Stuart Crawford

Cisco Canada alters its channel philosophy

TORONTO – Cisco has maintained a channel philosophy based on partner profitability since 2001, when the company completely overhauled its go-to-market strategy in favour of the channel. But that’s about to change somewhat.

Published on: May 30th, 2016 Paolo Del Nibletto

SAP Canada contemplating a completely new channel strategy

TORONTO – Things are about to change dramatically at SAP Canada regarding its channel direction. In an exclusive interview with CDN, SAP Canada COO Leagh Turner said the ERP powerhouse is doing some

Published on: May 16th, 2016 Paolo Del Nibletto

Samsung Canada makes big push towards the enterprise

Stop if you heard this story before. But Samsung is making a concerted effort to gain share in the business-to-business or enterprise space in Canada. There is a difference this time around, however.

Published on: May 12th, 2016 Paolo Del Nibletto

Missteps that cause the sales pipeline trouble

An interview of Colleen Francis by Josh Zywien Sales expert and entrepreneur Colleen Francis hates to be a Debbie Downer, but she has a warning for expansion-stage companies whose sales organizations killed it

Published on: May 10th, 2016 Colleen Francis

A three-peat for CDW Canada at the CDN Top 100 show

For the third time in a row CDW Canada is the No. 1 Solution Provider in Canada according to the CDN Top 100 Solution Providers rankings. The list of 100 of the best IT

Published on: April 21st, 2016 CDN Staff

It’s not about sales; it’s about relationships

In the spring of 1998, at the age of nineteen, I became licensed to sell life, health, and disability insurance. My father owned and operated an employee benefits brokerage and gave me my

Published on: April 20th, 2016 Ivan Misner

How to get high-level productivity from millennials

In the sales world, there’s heated debate about the Millennial Generation. Do they really switch jobs constantly, never staying with companies for long? The verdict’s still out. But let’s - for the moment

Published on: April 11th, 2016 Stuart Crawford

Avoiding the networking disconnect  

I was at a big networking event. More than nine hundred people were in the audience, and I asked everyone there: “How many of you came here hoping to do some business—maybe make

Published on: April 6th, 2016 Ivan Misner