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Segmenting the channel - it is NOT ubiquitous

After several recent discussions, it seems it would be beneficial to lay the ground work on the channel segmentation. Over the next couple of...
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Pipe sniffing dog breaks out an old line business

Now that is thinking out of the box. Charlotte Pipe, faced with increasing competition from overseas (think about the drywall competition the US...
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Face-to-face marketing

Last week Forbes released their study on “Business Meetings: The Case for Face-to-Face,” which showed overwhelmingly executives agree...
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Sales ROI 101: Can your sales team communicate real value?

How does your sales team communicate value? ROI, TCO, Cost effective? Even if the sales team uses these words versus talking product, can they...
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Lead Generation and the channel: Who's responsibility? Part V on the channel.

This seems to be the great debate on the channel. It is best to start this discussion by understanding what drives a partner and how they get...
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So you want to expand with a channel strategy...

At some point most companies decide to engage a channel or third party sales strategy. There are a myriad of reasons to engage. It could be an...
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ROI, TCO, Cost effective - How can you stand out with all the noise?

So, given all of our belt tightening and budget cuts, it seems like everyone is saying “I CAN SAVE YOU BOATLOADS OF $$$$$ WITH MY PRODUCT!...
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