Office politics: Do half as much selling internally as you do externally

My philosophy the first ten years in IT sales: Do your job exceptionally well and sell yourself to your customers, and don't worry about doing so to internal execs and co-workers - the

Published on: December 5th, 2016 David Dorey

Canadian channel deals with slow cloud adoption, says C4 research

TORONTO – Cloud adoption in Canada is in serious catch-up mode. How slow? From the first ever Canadian Channel Chiefs Council (C4) research report, cloud adoption in Canada is anywhere between six to

Published on: November 21st, 2016 Paolo Del Nibletto

Hunters vs. farmers – which one are you?

I am a firm believer that people need to be reminded, more than they need to be instructed, so treat this blog as a good reminder of something that we all need to

Published on: October 4th, 2016 David Dorey

Second step to entering a new sales territory: Understand the ground

So far in this series on entering new sales territory, I’ve talked about the importance of choosing your prospects wisely. Your second step: understand the new market you’re looking to cover, and do

Published on: June 6th, 2016 Colleen Francis

CDN CEA Workshop: The case for a managed cloud compensation model

When Emilia De Simone thinks of how companies should compensate for sales in the cloud space, it's not about moving from an old model to a new one. The principal consultant at Sales Incentive Solutions

Published on: September 11th, 2015 Dave Yin

Unexpected strategies proven to get sales

The best Engage clients are always experimenting with new ways to attract the best new prospects. Hosting educational events and nominating your clients for awards are two of these experiments that have proven

Published on: April 6th, 2015 Colleen Francis


Selling security to C-Suite buyers

LAS VEGAS – Historically security selling strategies were predominantly based on the FUD factor – fear, uncertainty and doubt. Channel partners along with security vendors propagated this FUD strategy, which led to not

Published on: October 28th, 2014 Paolo Del Nibletto

Sure fire ways to build a successful sales force

This is part one of a four part series from Colleen Francis running on CDN - Computer Dealer News. In this new four-part series of articles, we’re going to look at the steps

Published on: September 30th, 2014 Colleen Francis

Be where your customers are, CEA panel tells providers

Big data, streamlining business operations, generating revenue, integrating systems – once upon a time, buying solutions for these business needs was mostly the territory of the CIO and IT department. But nowadays, other

Published on: September 16th, 2014 Candice So

Creating growth opportunities with your spiral pipeline

In this final installment in the series on building your spiral pipeline for sales and prospecting, let’s look at the third step: creating growth opportunities. This Growth step is the culmination of the

Published on: August 18th, 2014 Colleen Francis

How to improve post sales support

It’s time to reframe how we think about closed business. That’s the key to the second of three steps you need to take to build your spiral pipeline for sales and prospecting. For

Published on: July 28th, 2014 Colleen Francis