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

Microsoft Canada changes its leadership team & divisions

Microsoft Canada's SMS&P (small, mid-market solutions and partners) division is no more. The company has consolidated the group in its Enterprise unit. In a sweeping new look for Microsoft Corp., the software giant

Published on: July 4th, 2017 Paolo Del Nibletto

BMC looking to expand its channel presence

BMC Software, Inc. has been leveraging partners for years to sell its digitally-transformative enterprise software solutions, but the company is now looking to expand its presence in the channel even further, according to

Published on: June 5th, 2017 Mandy Kovacs

Don’t count time, make time count

I often receive time management questions from sales reps. This week I thought I would provide you some of the best time management tips I have used to help stay focused and make

Published on: June 5th, 2017 Colleen Francis

Canadian chosen to lead Sage partner business

Kelowna, B.C. native Jennifer Warawa is the new executive vice president of partners, accountants and alliances for Sage Group. Reporting to President Blair Crump, Warawa is taking on this new role to focus

Published on: June 2nd, 2017 Paolo Del Nibletto

Technology’s role in sales: Adapt and adopt or get left behind

We’re now more than one generation deep into a Digital Revolution: one that is every bit as profound as the Industrial Revolution that preceded it, and we are still learning as we go

Published on: May 26th, 2017 Colleen Francis

Canadian Computer Charity Golf Classic hits year 33

The Canadian channel community will once again gather this summer at the Canadian Computer Charity Golf Classic in aid of Easter Seals and the Princess Margaret Hospital. The annual event will be held

Published on: May 25th, 2017 Paolo Del Nibletto

BlackBerry channel chief outlines new strategy

TORONTO - BlackBerry's global channel chief Richard McLeod was at the CDN Top 100 Solution Providers gala to talk to solution providers about the pivot the company is making. McLeod presented at the

Published on: May 16th, 2017 Paolo Del Nibletto

3 more steps for building your inside track to accelerated sales

In my previous article, I reviewed the first three key steps to improving the revenue-generating capacity of your business by building your own inside track for sales. To complete your plan for success, here

Published on: May 15th, 2017 Colleen Francis