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

Palo Alto Networks puts the focus on enablement in new program

Most channel partner programs focus on profitability, but Palo Alto Networks is attempting to do something different by putting the onus on enablement. The security vendor has revamped its NextWave partner program in

Published on: April 5th, 2016 Paolo Del Nibletto

Two B.C.-based solution providers come together

Victoria, B.C.-based technology solution provider Charter has acquired Boardwalk Communications in a move that creates a national network technology provider. Boardwalk Communications has been a long time member of the CDN Top 100

Published on: April 4th, 2016 Paolo Del Nibletto

CompuCom Canada leader leaves organization

Multiple sources have told CDN that Phil Soper has left CompuCom Canada after nearly nine years running the Top 5 solution provider in Canada. Soper had the title of vice president and general

Published on: March 29th, 2016 Paolo Del Nibletto

Why sales training isn’t working

In a previous Tip Sheet I've discussed how the motivation and skill of individual sellers have a direct impact on your company’s growth. And, that once you evaluate team members, you’ll know if

Published on: March 28th, 2016 Colleen Francis

A Cisco Partner Summit without John Chambers

SAN DIEGO, CA. – Cisco executive chairman John Chambers is not at the Cisco Partner Summit this week, but you can still sense his spirit around the halls of the San Diego Convention

Published on: March 2nd, 2016 Paolo Del Nibletto

Cisco channel chief opens up on VIP and the digital transformation

In part two of CDN’s interview with Cisco channel chief Wendy Bahr, the Old Dominion University alum discusses how channel partners in the Cisco ecosystem are changing, security, the evolution of the Value

Published on: February 29th, 2016 Paolo Del Nibletto

Your three step sales readiness program

Are you ready to do what it takes to get what you want this year? Then consider taking these three steps for creating a path to success and taking your career wherever you want

Published on: February 25th, 2016 Colleen Francis

IBM is making a new mainframe and it’s for the midmarket

Orlando, Fla. - Mainframes and channel partners just never seemed to mix well in the past. However, IBM is rethinking its mainframe strategy and offering and believes this is the right time for

Published on: February 19th, 2016 Paolo Del Nibletto

4 types of clients you need to drop now

Not all clients are created equal. Nor should you be compelled to treat them equally. There’s no law stating you must sell to everyone, or keep servicing clients who don’t fit with your

Published on: February 9th, 2016 Colleen Francis

Juniper Networks acquires Canadian cloud provider

Juniper Networks may have turned the corner from its restructuring phase today with a major acquisition of Ottawa-based BTI Systems Inc., a provider of cloud along with metro networking solutions. According to Juniper,

Published on: January 26th, 2016 CDN Staff

Cisco’s channel future will focus on three pillars says Channel Chief

Cisco worldwide channel chief Wendy Bahr spoke to CDN on a wide range of issues this week. Bahr has been working at Cisco for more than 15 years and at one time ran US

Published on: January 22nd, 2016 Paolo Del Nibletto