Building a Channel Sales team is not an easy job and getting one running is even more difficult. It is not an impossible task though. Many larger companies already have the infrastructure and just need to align them correctly. Smaller companies may need to bring on a few key people to bring the team up to speed quicker.

Channel Sales Managers
The Channel Sales Manager or CSM is the spearhead of the team. Broken into territories, these are field based sales people that know how to manage key accounts. Besides being a …

Announcing the first eBook from SOCOM Sales is a great accomplishment. I have been tossing around on the idea for a while but never had a topic or motivation to make it happen. Knowing that SOCOM Sales should be providing more than sales tips and information, I wanted to offer something to readers that they can take away from and digest easily.
The Channel Sales Playbook
This playbook is for any company looking to sell through reseller channels or is wondering what is wrong with their Channel Sales group.
Building a successful partner …

One of the things I have been working on is getting a better understanding on how to use partners to make more revenue. I have been in channel sales 98% of my career and I have a great understanding of the space and have seen channel sales groups that run well and ones that are horrible.
What is is about?
I thought it would benefit everyone if I put together an ebook outlining a way to maximize your channel sales footprint. The ebook will cover what I see are the top four …

If you have not had the opportunity to see The Matrix, you should go rent it and watch it a few times. Besides being just another sci-fi flick, The Matrix has a deeper meaning that can be directly applied to sales. I had a Matrix moment at work today.

Photo: ThomasThomas
Take the Red Pill.
Do you believe you are a better than average sales person? Have you just been waiting for that moment to present itself to be a superstar? Stop waiting. Anyone that tells you that ‘opportunity knocks’ is lying …

In business, the primary goal is to succeed. Competition is fierce in both online and offline businesses. Using four basic principals can increase your sales by up to 300% or more.

photo credit: masochismtango
The first principal is pretty easy. Call your customer by his or her name. By doing this, your customer feels that they are more than just a sale. It is a way of personalizing your service. Customers tend to give more of their attention when you use their name.
Principle # 1 - Call your customer by his …